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

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

March 5-7, 2013 Caesars Palace Las Vegas, Nevada 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 companys financial performance, as well as your value to your clients. 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. 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. Membership IARA 2012 New U.S. Members 166 Auto Auction Americas Auto Auction Auction Edge

Capital One Caprock Auto Remarketing Complete Auto Services, Inc. Dealers Auto Auction of the South Diversified Vehicle Services FLD, Inc. Harley-Davidson Financial Liquid Motors, Inc. Motor Lease Corp. RSA-FiServ Statewide Auto Auction 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 Introductions!

IARA Officers Robert Wagner President Levi McCoy Vice President Gus Xamplas Director Jeff Bescher Treasurer

Mike Antich Secretary Bob Graham Chairman of the Board IARA Directors David Alfonso Eric Autenreith Don Fowler

Jeannie Chiaromonte Mary Haller Dan Heinrich Dick Curtis IARA Directors Jason Herman Chuck Novince

Scott Kolb Jack Rennels Mike Kreider Tim Meta Layne Weber IARA Interim Director Stephen Houston

IARA Committee Chairs Dave Alfonso Industry Recognition & Awards Mike Antich - Press & Public Relations Communication Dan Heinrich Remarketing Industry Standards & Vehicle Certification

Dave Sutton - IARA Certification Jeannie Chiaromonte Technology & Social Media Don Fowler - Membership Development & Recruitment Scot Kolb - Education & Conference Management Canadian Sub-Committee

Updates 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 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. 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 May 1st 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 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

June August October December CAR Conference Las Vegas Canadian Committee Meeting Toronto IARA 2013 Summer Roundtable Chicago Canadian Committee Meeting Toronto Canadian Committee Meeting Toronto What are your ideas for upcoming Canadian Committee Meetings?

Self-sustaining meetings we need your help! Industry Recognition & Rewards CERTIFIED AUTOMOTIVE REMARKETER (CAR) PROGRAM 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: 1. Remarketing Channels

2. Pre-sale Activities 3. Actual-sale Activities 4. Post-sale Activities 5. 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. Online Remarketing Courses

Remarketing Orientation Courses Online 24/7 Delivered via Northwood University CEUs 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 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 2012 CAR Graduates 2011 CAR Graduates 2010 CAR Graduates 2008-2009 CAR Graduates Education & Certification Update

More information regarding both programs can be found at: www.iaraonline.org/training Technology & Standards Canadian Committee Update #1 Condition Report-Standardization Long-term challenge to fully implement one electronic grading scale/tool across North America industry suppliersNAAA 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 CRs every time Seller Disclosure used approx. 20%-trusted only 8% No CR provided-not trusted over 40% of time #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 Closing Comments Robert Wagner President Where have we been? Where are we going? Closing Comments Second VP Les Lenoit

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

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

Rob Wagner, IARA President Where have we been? Where are we going? Closing Comments 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 Where have we been? Where are we going? Closing Comments

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

Where have we been? Where are we going? Closing Comments 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 Where have we been? Where are we going? 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 In Memory of Matt Marks Executive Director, IARA 1942 - 2012 Thank You for Attending!

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