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M arch 5-7, 2013 Caesars Palace Las Vegas, Nevada

M arch 5-7, 2013 Caesars Palace Las Vegas, Nevada. Benefits of Belonging to the IARA.

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M arch 5-7, 2013 Caesars Palace Las Vegas, Nevada

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  1. March 5-7, 2013 Caesars Palace Las Vegas, Nevada

  2. Benefits of Belonging to the IARA Bottom line – when you belong to the IARA, you become a better remarketer; a professional that learns and understands all facets of remarketing and how it will positively affect your company’s financial performance, as well as your value to your clients.

  3. Benefits of Belonging to the IARA Here are a few ways that IARA membership will assist you in increasing your financial performance: • Education and specific training courses resulting in a remarketing certification. • Network with other remarketing professionals to learn best practices and benchmarks in your market segment. • Learn about opportunities for improvement, problem solving, and other issues that may hinder your business. • Have input on industry changes (before they happen) on standards, such as arbitration and certification. • Participate in discussions about dozens of topics including: • Maximizing net returns. • Education/training your remarketing staff. • Auction performance. • Transportation. • Upstream remarketing. • Vehicle inspections. • Exporting techniques. • Guidebooks. • Reconditioning issues. • Vehicle history reports. • Vehicle sourcing.

  4. 2012 Accomplishments • Creation of IARA Canada. • Auto IMS improvement recommendations. • Integrating with NAAA on critical Industry issues. • Working with NAAA to improve Policy Guidelines for Arbitrations & Online Purchases. • Working with NAAA Standards Committee to standardize Auction Announcements & Disclosures. • IARA Standards Committee is working to improve language in Vehicle History Reports. • IARA Standards Committee is working to establish a future vision for Multiple Online Selling Venues. • IARA Analysis to improve Remote Rep features. • Tremendous growth in CAR Certification enrollments & Certification Graduates. • IARA website FORUM BLOG created. • Twitter and Facebook presence created for IARA. • Strengthening of IARA Financial position.

  5. Membership

  6. IARA 2012 New U.S. Members • 166 Auto Auction • America’s Auto Auction • Auction Edge • Capital One • Caprock Auto Remarketing • Complete Auto Services, Inc. • Dealer’s Auto Auction of the South • Diversified Vehicle Services • FLD, Inc. • Harley-Davidson Financial • Liquid Motors, Inc. • Motor Lease Corp. • RSA-FiServ • Statewide Auto Auction

  7. IARA 2012 New Canadian Members • ADESA/OpenLane of Canada • Ally Bank • ARI • BMW Canada • Canadian Black Book • Canadian Dealer Services • CarFax • CarProof • Data Scan • Ford of Canada • Foss National Leasing • GM Financial Canada • Honda Finance Canada • Hyundai Auto Canada Corporation • Jim Pattison Lease • Kia Canada, Inc. • Manheim of Canada • Mitsubishi Canada • Nissan of Canada • North Toronto Auction • Pareto Corporation • Porsche Cars Canada • RSR Canada

  8. Introductions!

  9. IARAOfficers Gus XamplasDirector Robert WagnerPresident Levi McCoyVice President Jeff BescherTreasurer Mike AntichSecretary Bob GrahamChairman of the Board

  10. IARA Directors David Alfonso Eric Autenreith Jeannie Chiaromonte Dick Curtis Mary Haller Dan Heinrich Don Fowler

  11. IARA Directors Mike Kreider Tim Meta Scott Kolb Jason Herman Chuck Novince Jack Rennels Layne Weber

  12. IARA Interim Director Stephen Houston

  13. IARA Committee Chairs Don Fowler - Membership Development & Recruitment Dave Alfonso -Industry Recognition & Awards Mike Antich - Press & Public Relations Communication Dave Sutton - IARA Certification Scot Kolb - Education & Conference Management Jeannie Chiaromonte -Technology & Social Media Dan Heinrich - Remarketing Industry Standards & Vehicle Certification

  14. Canadian Sub-CommitteeUpdates

  15. Canadian Sub-Committee Teams Education and Certification John Paonessa – Lead (GM Financial) Gerry Corcoran - Pattison Lease Claudio De Angelis – Foss Steve Langdon - ADESA Brent Burpee - CarFax Dave Sutton Membership Development Doug Collis – Lead (Ford) Marty Meadows - CarProof Stu Ralph - North Toronto Kathy Ward – CBB Press & PR Josh Bailey – Lead (CBB) Stu Ralph – North Toronto Remy Rousseau – Rousseau Publications • Industry Recognition and Rewards • Alex Johnston – Lead (Hyundai) • Larry Shred -CBB • Technology and Standards • Tim Quesnel – Co-Lead (Ford) • Don Wallace – Co-Lead (Manheim) • Kim Thomson - Porsche • Fernando Amilpa - Mitsubishi • Larry Shred – CBB • Lisa Scott – ADESA / Openlane - NAAA

  16. Canadian Committee 2012 Accomplishments • Canadian Committee established Jan. 2012. • Canadian Committee goals defined. • Canadian Sub-Committee created. • Met our goal of hosting three Canadian Committee meetings in Toronto. • The members drive the Association! • Legislative update, economic forum • Each meeting hosted record attendance – today 60! • Monthly Canadian Committee conference calls. • Canadians joining U.S. Committee conference calls.

  17. Canadian Committee 2012 Accomplishments Our goal was to host three IARA Canadian Committee meetings in Canada. PAST EVENTS 2012 Feb. Inaugural Meeting – Toronto March CAR Conference – Las Vegas - Canadian Committee added to agenda May1st Canadian Committee Meeting – Toronto - Structure and Sub-Committees defined July Canadian Committee Meeting – Toronto - Canadian Legislative Forum Aug.IARA Summer Roundtable – Chicago - Canadian Committee Welcomed - Canadian Committee added to agenda Nov. Canadian Committee Meeting – Toronto - National Economic Forum

  18. Canadian Committee Meetings & Events Our goal is to host a minimum of three annual IARA Canadian Committee Meetings in Canada Proposed & Planned Events in 2013 March CAR Conference – Las Vegas June Canadian Committee Meeting – Toronto August IARA 2013 Summer Roundtable – Chicago October Canadian Committee Meeting – Toronto December Canadian Committee Meeting – Toronto • What are your ideas for upcoming Canadian Committee Meetings? • Self-sustaining meetings – we need your help!

  19. Industry Recognition & Rewards

  20. CERTIFIED AUTOMOTIVE REMARKETER (CAR) PROGRAM

  21. Certified Automotive Remarketer (CAR) Program The mission of CAR is to enhance and promote the profession of Vehicle Remarketing by providing the premier credential in the industry. Curriculum includes 20 courses in five units: • Remarketing Channels • Pre-sale Activities • Actual-sale Activities • Post-sale Activities • Legal, Ethics, and Terminology Candidates must have a minimum of three consecutive years experience in a vehicle remarketing segment or support that segment prior to taking a test. The IARA Certification Board will evaluate candidate applications then determine eligibility. Applications and courses are available online. CAR designations will be awarded during a formal ceremony at the IARA Summer Roundtable event.

  22. Online Remarketing Courses • Remarketing Orientation Courses – Online 24/7 • Delivered via Northwood University – CEU’s • More than 150 Participants to Date • Twelve Courses: • Terminology • Transportation • VIN description • Ethics • Resale Channels • Titling • Introduction to Remarketing • Inspections • Reconditioning • Guidebooks • Technology • Factors Affecting Values

  23. Education & Certification Update Certification Program - CAR Certification The IARA Certification program has really taken off! 99 – Number of people who have taken at least one module toward certification 44 – Number of people who have successfully completed all 20 exams! 55 – Number of candidates who have begun their journey, but still need to finish 41 – Number of companies that have at least one person involved in the certification process 19 – Number of companies with at least one CAR Graduate

  24. 2012 CAR Graduates

  25. 2011 CAR Graduates

  26. 2010 CAR Graduates

  27. 2008-2009 CAR Graduates

  28. Education & Certification Update More information regarding both programs can be found at: www.iaraonline.org/training

  29. Technology & Standards Canadian Committee Update

  30. #1 Condition Report-Standardization • Long-term challenge to fully implement one electronic grading scale/tool across North America industry suppliers-NAAA Update • Target Short-term & Medium-term opportunities • IARA-US Standards Committee Dealer survey • 40,000 invited 400 (or 1%) responded • 84% are not satisfied or dissatisfied • 16% of sellers use CR’s every time • Seller Disclosure used approx. 20%-trusted only 8% • No CR provided-not trusted over 40% of time

  31. #1 CR Standardization Cont. Common Problems/Opportunities: • Pricing on damage too low • Use of vehicle grade scale-various formats • Inaccurate findings-training required • Increase quality of interior/exterior damage disclosure • Seller Disclosure quality/accuracy • Quality/Quantity of Pictures to price repairs • Priority of pictures for damage $200 or over

  32. Closing Comments Where have we been? Where are we going? Robert Wagner President

  33. Closing Comments Where have we been? Where are we going? • Second VP Les Lenoit Rob Wagner, IARA President

  34. Closing Comments Where have we been? Where are we going? • Second VP Les Lenoit • President, Expand Membership Target Canada Rob Wagner, IARA President

  35. Closing Comments Where have we been? Where are we going? • Second VP Les Lenoit • President, Expand Membership Target Canada • First VP Levi McCoy, Second VP Gus Xamplas Rob Wagner, IARA President

  36. Closing Comments Where have we been? Where are we going? • Second VP Les Lenoit • President, Expand Membership Target Canada • First VP Levi McCoy, Second VP Gus Xamplas • Matt Marks, Interim Executive Director Rob Wagner, IARA President

  37. Closing Comments Where have we been? Where are we going? • Second VP Les Lenoit • President, Expand Membership Target Canada • First VP Levi McCoy, Second VP Gus Xamplas • Matt Marks, Interim Executive Director • Permanent Executive Director Rob Wagner, IARA President

  38. Closing Comments Where have we been? Where are we going? • Second VP Les Lenoit • President, Expand Membership Target Canada • First VP Levi McCoy, Second VP Gus Xamplas • Matt Marks, Interim Executive Director • Permanent Executive Director • Transition to the new Executive Director, Levi McCoy as President & Gus Xamplas as First VP Rob Wagner, IARA President

  39. Open Discussion • Is there anything we missed? • What else would you like to see our association accomplish in in 2013? • Next Steps • Follow up e-mail to all members and non-members

  40. In Memory of Matt Marks Executive Director, IARA 1942 - 2012

  41. Thank You for Attending!

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