Ethical F&I Managers Conference

Speakers

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Tony Dupaquier, EFI Con 2019 Emcee
Director of The Academy

Tony Dupaquier is considered the industry’s most forward-thinking F&I and sales trainer and consultant. Having created the Y.E.S. processes, which address the challenges of working with today's customers, Tony leads the 10 certified trainers and in-dealership developers at The Academy. He earned a degree in communications from Sam Houston State University and has since become a 28-year veteran of the automotive industry.

He has held nearly every position in variable operations, from salesperson to general manager, and is a former Nissan National Walk-Around Champion. Tony has been a featured workshop presenter at the NADA Convention for a number of years, addressed international dealer groups on F&I and sales techniques, and spoken at numerous 20 Groups and dealer associations. He also contributes F&I articles to many industry publications. As director of The Academy, Tony is responsible for curriculum and training material, marketing, and overall direction and success.
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Rick McCormick
National Account Development Manager, Reahard & Associates

Rick has more than 25 years of sales experience, with over six years in the retail automotive business. Having also served as an ordained minister, he attributes his success in both vocations to consistently asking one question: “What’s your story?”. Rick believes the key to helping others is the ability to listen effectively.

Over the last nine years, he has conducted training for dealer groups and general agencies across the country, equipping them with the strategies, processes, and selling skills necessary to succeed in today's increasingly competitive retail environment. As a leader in the industry, Rick has authored articles that have appeared in both F&I and Showroom and Agent Entrepreneur magazines and has consistently presented at the annual Industry and Agent Summits.
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GP Anderson
Finance Manager, Thielen Motors

GP Anderson is a more than 25-year veteran of the auto industry and currently serves as finance manager for Thielen Motors in Park Rapids, Minnesota. He’s a valued contributor to Auto Dealer Today and has earned several accolades during this career, including winning F&I and Showroom’s inaugural F&Idol contest in 2011 and being recognized by GM as one of the top performers in the nation in 2012. In 2016, GP was a featured presenter at the inaugural F&I Think Tank in Tampa, Florida, as well as a featured presenter at the 2017 Industry Summit. His F&I department was named an F&I Pacesetter in 2008 by F&I and Showroom magazine. He is ACE and AFIP certified.
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Emil Banga
Senior Director of Product Management, Dealertrack F&I Solutions

Joining Dealertrack in August 2007, Emil began as a business analyst before moving into product management. He has utilized his skills in product innovation, business strategy, strategic roadmaps, and product development to reach his current role as senior director of product management. In 2018, he was named a “40-Under-40 Industry Leader” by Auto Remarketing magazine.

Before joining Cox Automotive and switching his focus to the automotive industry, Emil worked as a business analyst for American Home Mortgage and Global Home Loans. He holds a Bachelor of Business Administration and Management from Hofstra University.
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George Benzing
National Sales Director, The Oak Group

George's more than 28-year career in the automotive industry began at a high-volume dealership in Chicago, where he was selling cars to get through college. He then began his F&I career at age 21 and continued to advance quickly, holding numerous variable operations department positions including finance director, general sales manager, and general manager.

For over six years, George has turned his experience as an AFIP senior certified F&I professional into measurable results as The Oak Group's national sales director. The Oak Group, a 44-year-old company in the finance and insurance industry, is a nationally recognized company specializing in F&I product sales, training, development, and technology. They pride themselves on their dedication to clients' individual needs, and work as a team to constantly improve the customer experience, raise profits, and increase penetration.
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Stephanie Cooper, CPFS
Finance Manager, Timbrook Automotive Group

Stephanie has been a finance manager with the Timbrook Automotive Group for over 10 years. She has worked for several of the group’s rooftops, including Buick, GMC, Nissan, and Kia and is currently at their Chevrolet Store.

In 2013, Stephanie was selected by F&I and Showroom magazine as a finalist in the F&Idol competition for Best Vehicle Service Contract presentation and was selected by her peers as the winner of the competition. She was again selected by the magazine as a finalist in 2014 for Best Key Replacement presentation. That same year she was the only finance manager named to the class of 40 Under 40, the Automotive News list of high achievers under 40.
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Walt Dobrowski
Director of Training, Lawley Automotive Dealership Solutions

Walt has had a dedicated career in the automotive industry for over 43 years. Leaving the retail side after more than 20 years in F&I, Walt ventured out on his own and started a company called the Menu Trainer. Walt became director of training in 2003 and has held that position ever since. His main duties include income development and implementation of programs, ranging from leadership, sales, and F&I to BDC and service drive sales training.

Having became involved with DISC personality assessing in 2005, Walt has been a certified personality profile expert since 2007. He has personally analyzed over 12,000 DISC assessments for dealership sales improvement and employee onboarding.
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Marv Eleazer
Finance Director, Langdale Ford

Marv began selling cars in 1979 and spent time in various dealership roles, eventually committing to F&I for 30-plus years (and counting).

His commitment to the art of F&I inspired him to launch the Facebook group Ethical F&I Managers about 10 years ago. This has now played a major role in inspiring the Ethical F&I Conference, a symposium of professional idea exchange, networking, and critical thinking.

Eleazer has been published in many trade journals, national newspapers, and online blogs, and he now has his own monthly column in F&I and Showroom magazine, called "Mad Marv." He frequently lends his expertise at various conferences, both as a speaker and participating in panels.
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Alicia Ellis
Finance Manager, Green Eyed Motors

Having been in the auto industry for 33 years, Alicia's passion has grown from retail and F&I to a vision of pushing the industry forward and evolving through success. Her father introduced her to this business, and it has led to a rewarding career that she never expected.

Beginning her professional career just out of high school, Alicia has experience working with various brands throughout the country and has since moved to the independent side of the business. She now works with an independent dealership that focuses on alternative fuel and fuel-efficient vehicles.
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Justin Gasman
Finance Director, McCaddon Cadillac Buick GMC

Justin grew up in the car business and officially began his own automotive career in 2003, after graduating from the University of Colorado - Boulder.

In 2014, he joined the staff of McCaddon Cadillac Buick GMC in Boulder, CO as the dealership’s sole full-time F&I professional. That same year, he won first place in F&I and Showroom’s F&Idol contest and helped McCaddon earn F&I Pacesetter status. He has earned his ACE certification, AFIP master certification, and is a DealerRater certified employee. As a leading member of the F&I industry, Justin is dedicated to conducting every transaction legally, ethically, and professionally.
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Cyndi Guillot
Training & Development Field Manager, The Academy

Cyndi began her nearly 20 years in the automotive industry as a dealership receptionist while studying Business Management. She quickly moved into the role of finance assistant and later, finance director, which put her in the unique position of working at a dealership whose general manager and finance director were both women.

Since joining The Academy in 2008, Cyndi has trained dealership personnel on the F&I process, product knowledge, and compliance. In her current role as training & development field manager, she contributes to the development of the dealership training program, mentors the trainers, and assists with workshops. Her bilingual background allows her to teach courses in both English and Spanish.
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Eric Johnson
Partner, Hudson Cook, LLP

Eric received his law degree in 1994 from Oklahoma City University School of Law and has since built an impressive resume that includes extensive experience, expertise, and leadership roles. As a partner in Hudson Cook, LLP’s Oklahoma City office, Eric has a great many responsibilities, including, but certainly not limited to: assisting state and national financial institutions, lenders, and vehicle dealers with mortgage and auto finance programs, online motor vehicle sales assistance programs, litigation funding programs, and electronic payment programs. He also assists DMS providers and financial services providers with state and federal compliance and technology issues and provides input on proposed statutes and regulations to legislators and regulators.

As a testament to his accomplishments, Eric is listed in the 2019 edition of The Best Lawyers in America® in the practice areas of Banking and Finance Law, Commercial Litigation, Financial Services Regulation Law, and Litigation - Banking & Finance. Prior to joining Hudson Cook, Eric was a shareholder, director, and member of Phillips Murrah P.C.'s Commercial and Consumer Financial Services Practice Groups. He was previously an Adjunct Professor at Oklahoma City University School of Law teaching Consumer Law.

Eric’s leadership roles and memberships include the update chair of the Financial Institutions and Commercial Law Section of the Oklahoma Bar Association, a member of the American Bar Association (Business Law Section; Banking, Commercial Finance and Consumer Financial Services Committees), a member of the National Association of Dealer Counsel, and a member of the Alternative Finance Bar Association. Eric serves as chair to the Legal Committee for the National Automotive Finance Association and is a co-founder and co-instructor of their Consumer Credit Compliance Certification Program. He also serves on the Governing Committee for the Conference on Consumer Finance Law (VP-Membership).
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Bob Lettis
Vice President of Strategic Alliances & Business Development, 700Credit

With a BA and MBA in business management, Bob has been in the automotive industry for 12 years, focusing on the credit bureau, compliance, and pre-screen segments of the industry. He has worked closely with TransUnion, Experian, and Equifax in developing and growing these related product categories with dealers, dealer groups, affiliates, and OEMs.

His previous experience includes VP of sales with NCC, as an instrumental player in their use of credit and compliance products, and later, president of ProCredit Express for Dealer Marketing Services, with a focus on CBs, compliance, and pre-screen related products.
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Adam Marburger
F&I Specialist, The Income Development Guys

Adam began his nearly 20-year automotive career as a porter while going to college full-time at a local university. His strong communication skills and leadership attributes helped him move up the ranks quickly, eventually becoming finance director for a high-volume dealership in the St. Louis area.

Along the way Adam has put together an impressive resume, most recently becoming an honoree in the Automotive News 2018 40 Under 40 class. Adam’s passion is F&I, and he is committed to helping others find success with his "F&I Black Belt" techniques.
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Dan Mason
Platform Finance Director and Chief Compliance Officer, Brandon Steven Motors

Dan's career in the automotive business started in 1999 as a porter. After moving to sales shortly after, he subsequently gained experience as an internet manager, pre-owned manager, and sales manager before finding his home in the finance office.

He currently holds the roles of corporate platform finance director and chief compliance officer for Brandon Steven Motors, with 10 rooftops in Kansas and Missouri. In 2016, Dan was named an F&I Pacesetter and, most recently, he was a 2018 Automotive News 40 Under 40 Award recipient. Dan is also AFIP senior certified and serves as a moderator for the F&I 20 Group on Facebook.
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Teasha McMillion
Contract F&I Professional

As a 30-plus-year veteran of the automotive, motorcycle, and RV industries, Teasha brings a wealth of experience, knowledge, and expertise in all her endeavors. She was one of the first female parts directors of a multi-line store and has also held a multitude of roles in various dealership departments: systems administrator, internal auditor and assistant comptroller, sales manager, internet manager, and finance director.

She currently assists dealer clients of all sizes, markets, and franchises, providing interim finance department staffing, department synchronization, and streamlining efforts.
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Cindy Merry
Finance Director Continental Auto Group

Long time Alaskan with a background in Accounting landed in the car business in 1998 selling cars. After a brief 6 months in one dealership, was recruited by a former coworker to Continental Honda, one of 4 stores and 6 import franchises of Continental Auto Group. Eventually landing the coveted FI Manager position. Currently the FI Director of the Group responsible for facilitating our dealerships in a non traditional way of doing business. Cindy trains all Sales Professionals in methods of selling throughout and beyond the sale of the car, starting with the greeting all the way through compliant document disclosure. As well as hiring and training Contract Specialists to perfect the paperwork and prepare for Accounting and Funding also fall under Cindy's leadership. Beyond these additional duties, Cyndi is the typical F&I Director working with product reps and lender relations to keep up with our ever changing industry. When time permits, Cindy loves cooking, hiking, golf, travel, and wine!
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Kelly Mulroney
SVP of Product & Engineering, Cox Automotive Retail Solutions

Kelly has over 15 years of experience in product management, user experience, eCommerce/mCommerce, digital strategy, and product strategy. She has held senior-level positions at large, public and privately-held companies including Hotels.com (Expedia, Inc.), GameStop, Travelocity (Sabre Holdings), Dealertrack Technologies, and Cox Automotive. Her team at Cox Automotive manages product and engineering for digital retailing and F&I, as well as the CMS, DDS, and RTS businesses, aligning with the lines of business led by general manager Mike Barrington.
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Dave Perriton
Lead F&I Trainer, The Academy

Dave comes from a long line of automobile dealers and professionals. Before transitioning into the automotive industry himself, he spent eight years in the finance industry. His diverse background led him to great success on the retail side of the business, which paved the way to his career with The Academy.

Since joining the team in 2015, Dave has excelled as a training & development specialist, rising to the role of The Academy’s lead F&I trainer. He is one of our bilingual trainers, allowing him to teach courses in Portugese. Dave now travels nationwide, teaching and training F&I producers how to maximize their potential and increase dealership profitability.
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Jennifer Richter
Corporate Trainer, Line 5

Jennifer Richter is an administrative professional with over fifteen years of experience in management, sales, and finance. After earning her degree in Business Administration from Kingsborough College, Jennifer held management, administrative, and training positions for a variety of companies in the Las Vegas area.

Today, Jennifer works at Line 5, a company that provides comprehensive F&I solutions for dealerships across the country. She is a corporate trainer and assistant to the CEO, and works across several departments to ensure excellence in customer and employee experience. With Line 5, Jennifer is able to use her diverse skill set to provide creative solutions in sales, marketing, and training.
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Shannon Robertson
Vice President of Operations, AFIP

As executive vice president for AFIP, Shannon has been instrumental in streamlining operational structures and processes and is always looking for innovative ways AFIP can support its members, agents, and dealers. He initiated AFIP's participation in Deal Auditor and conducts AFIP certification boot camps as well.

Prior automotive experience includes being a leasing consultant for D&M Leasing and holding the role of member benefits coordinator for AFIP. Shannon also spent 13 years in financial services at Fidelity Investments.
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Kimberly Skaggs
CEO, 50 State DMV As CEO of 50 State DMV, a vehicle title and registration company based in New Mexico and serving all states in the U.S., Kimberly brings a wealth of knowledge and expertise to the automotive industry and is a subject matter expert in the title and tag sector where she has focused her career for 15 years. Kimberly is the author of Vehicle Title Clerk Master Course: Everything You Need to Excel as A Title Clerk, a step-by-step guide for dealerships struggling to overcome title and registration obstacles. The book is a resource for a complete education in title clerk processing. It enables faster turnaround times, reduced late transfer fees and penalties, and effective work-arounds, all resulting in improved CSI scores. 50 State DMV also offers online vehicle title clerk training and provides on-site training, as well.
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Rod Tobiason
Chief Sales Officer, SMART Payment Plan

Rod has made a career in business development, first as top producer for technology company Vital Link and then with American Legal Funds, a financial services firm. Since co-founding SMART Payment Plan in 2003, he has recruited and trained over 12,000 dealers, agents, sales managers, and finance managers.
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Mark Trahan
President, ArmorAll Dealer Products

Mark has been involved in the retail automotive industry since 1980. He began his career as a salesperson, and later F&I manager, at an AMC Jeep Renault Dealership in Hartford, CT. It was during this time that he “fell in love” with the business.

In 1984, Mark became a founding member of the F&I consulting and training company Auto Sales Assistance Program (ASAP), working with dealers in the northeast to implement F&I training, hiring, product review, and technology. Having since joined and helped establish many institutions helpful to the automotive industry, including Finance Builders, Inc. and Simoniz USA, Mark is one of its leading and most respected contributors.

He became president of MT Companies, LLC in 2014 and founded ArmorAll® Dealer Products, the provider and administrator of the ArmorAll® SmartShield program.
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Dina Wilson
General Manager, Compliance Officer, and Finance Manager, Timbrook Auto Group

Before transitioning to the auto industry, Dina’s extensive career began in sales at an industrial scale manufacturing facility. She started as a receptionist, moved to accounting, and eventually worked her way up through the ranks to sales manager. When she applied to her first dealership in a sales role, they chose her for F&I instead, given her blended strengths in sales and accounting.

Dina has since held an array of leadership positions, including general manager, finance director, and compliance officer. Having successfully assisted struggling stores in raising their numbers and increasing their profits, she has become a go-to for F&I solutions and feels passionate about “attitude, process, and never pre-judging any customer.” Dina is AFIP and ACE certified and was an F&I and Showroom F&Idol winner in 2012.
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