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Randy Crisorio grew up in the suburbs of Chicago and has been active in the automotive industry since 1973. His retail career began with a very large and storied Chevrolet dealership immediately following active duty in the Marine Corps. While rising through the ranks throughout the ’70s, which included relocating to Clearwater, Fla., he was lured away by one of the industry’s most prominent F&I companies. Advancing quickly, he soon assumed responsibility for business development for the Eastern United States through a staff of regional managers.
In 1982, with a solid foundation and a great attitude, he drew upon all of his business experience and stepped up to form UDS, an F&I performance company. Now, more than 37 years later, UDS has assumed a leadership role in F&I performance nationally. Among his professional accomplishments are: Crafted the “Unique F&I Selling System — AutoMenu© and its Certification Process”; Innovation led to industry leading metrics reported online via UDS AutoTracking©; Authored “Complete Five-Day F&I Certification Program” and one of the first F&I ethics and compliance programs in the United States; Authored numerous automotive sales development seminars; Keynote or guest speaker for numerous groups in North America and Europe relating to F&I and front-end dealership operations; Well-versed in automotive related reinsurance applications; Now leads an organization that has been cast as the No. 1 F&I training company in the United States by dealership vote, year after year, since the inception of voting, plus a top-rated F&I compliance training provider the past five years; Served as Agent Summit advisory board chairman 2013–’20.
Dylan Doran’s career began in the automotive industry in 1994. He has worked in various roles in retail, holding positions from sales person to general manager. In 2001 Dylan joined Jim Moran & Associates where he held every position in sales and sales management. Starting in the F&I training role, he traveled the United States training and developing hundreds of F&I managers. He was quickly promoted into District Manager where he was charged with the development of F&I operations in the Pacific Northwest. He was later promoted into management and ultimately Sr. Management where he was responsible for dealer income development across five states. In 2009, Dylan was appointed Vice President of Protective Life’s Asset Protection Division where he was responsible for business in 18 states and was involved with many of the nation’s largest mega-dealers. Dylan has vast knowledge of both retail operations and dealer reinsurance management.
John Lutman is a seasoned automotive professional with more than 27 years of experience in the industry. In his role as Vice President with IAS, John is responsible for general agent development and training. He uses a hands-on approach to assist general agents in development and growth of their agencies. Prior to his time with IAS, John served in a variety of roles such as General Manager, Controller and CFO of major dealerships in the Washington D.C/ Baltimore Areas. In addition, he served as an Account Executive within a general agency where he used a hands-on approach to train, coach and develop business managers who achieved the highest level of performance in the industry using proven systems and processes. He provided sound turnkey reinsurance management financial plans for dealerships and their principals with an advanced risk management system to achieve favorable reinsurance results. John is a graduate of Howard Community College, with a degree in Business Administration. He also completed the NADA Dealer Academy.
Jim Maxim Jr. is chief executive officer for DealerMax, an auto dealership training and F&I income development company dedicated to pioneering retail strategies for dealerships. From 2003 to 2019, he helmed MaximTrak, a digital F&I platform, which he founded and sold to RouteOne LLC in 2016. As president of MaximTrak and as chief digital officer for RouteOne, Jim brought to market, solutions trusted by dealers around the world. Jim is widely regarded as a thought leader in business technologies and wealth-building strategies for entrepreneurs and Fortune 500 companies alike. He is a graduate of the Babson F.W. Olin Graduate School of Business of Babson College, Babson Park, MA.
Bruce has over 30 years’ experience in the retail automotive and F&I space. Bruce started his career in 1988 when he accepted his first retail automotive role in Cincinnati. After spending 9 years in sales, F&I and sales management, Bruce left to pursue an opportunity with a national F&I provider focusing on dealership training and development. In July 2000, he began a 15 year stay at a national F&I provider dealing heavily in the general agent distribution channel. Bruce worked on several OEM initiatives prior to taking the National Sales Manager position specific to the agent distribution channel. In 2015, he accepted a similar role at product provider again dealing through the agent distribution channel. This opportunity added diversification and broader experience while remaining in the F&I space. Bruce joined Revolos, formerly Interstate National, in 2017 leading the agent channel sales team. After 12 months, he was asked to move into the Chief Executive Revenue Officer position leading all sales teams and activities.
Bruce currently resides in Springfield, Ohio with his wife Joni. He is an avid sports fan following the Bearcats, the Buckeyes, the Bengals and the Reds and plays golf whenever and wherever he can.
Jay Sharpnack is the Senior Vice President of Sales and Marketing at Smart Autocare. In this position, Jay assumes the role of helping to shape and grow the company as it joins Fortegra as part of the Tiptree family of companies.
Jay began his career in the automobile business at his family dealerships in Ohio. Since then, he has spent the past 21 years gaining valuable and varied experience with several national F&I providers. Jay has helped grow companies, build brands and lead sales teams through the years with great success, having served in various capacities such as Vice President of Sales and Field Operations, Director of Agency Development, as well as Divisional and Regional Vice President roles for many of the companies in the F&I Industry while working with many of the agents here in attendance.
In addition, Jay has an MBA degree from Case Western, a BS in business administration from Miami University, holds various property-casualty and life and health insurance licenses and a Senior AFIP certification.
Lee Workum is co-founder of Specialty Underwriters Group, a Cincinnati, Ohio based MGA offering consulting services to the automotive industry and Property & Casualty insurance to independent insurance agents. SUG began operations in 1999 and currently operates in Ohio, Kentucky, Indiana, Michigan, Illinois and West Virginia.
Lee started his professional carrier in 1988 after graduating from Ohio University. He worked for American Modern Insurance Group delivering F&I products and training services to manufactured housing dealerships in the Midwest. He worked closely with AMIG to develop a proprietary DMS system for dealerships to track and issue F&I products. Lee had an opportunity to start SUG in 1999 and take his F&I experiences to the automotive industry. Lee has spent the past 20 years developing SUG’s brand and customer base.
SUG is consistently recognized for top performance and Lee serves on numerous advisory boards for many top administrators.
Matthew V. Bartle is a partner with the Kansas City law firm of Bartle & Marcus LLC, where he represents F&I clients in arbitration and litigation all over the country. Bartle was a state senator for eight years, where he chaired the Senate Judiciary Committee, and was in the House of Representatives for four years. He earned his BA magna cum laude from the University of Missouri and his JD cum laude from Northwestern University, where he was an editor on the law review. Bartle was a clerk for a judge on the United States Court of Appeals for the Fifth Circuit.
James Ganther is a co-founder of Automotive Compliance Education. He is also the president of Mosaic Compliance Services, a lawyer- created company that provides legal compliance services on behalf of retail dealerships. Ganther is a member of the National Association of Dealer Counsel, and has been honored as a member of F&I and Showroom’s “Who’s Who in F&I.” He is a frequent author and speaker on compliance topics.
David L. Marcus is a partner with the Kansas City law firm of Bartle & Marcus LLC, where he practices in the areas of commercial litigation, class action, accounting malpractice and F&I disputes. He earned his BS magna cum laude, from Arizona State University and his JD cum laude from the University of Minnesota. Marcus is admitted to practice in Missouri, Kansas, the United States District Court for the Western District of Missouri, and the United States District Court for the District of Kansas. Marcus is a member of the American Bar Association, the Missouri Association of Trial Attorneys, and the Kansas City Metropolitan Bar Association.
Paul D. Metrey is the Vice President, Regulatory Affairs and Chief Regulatory Counsel, Financial Services, Privacy, and Tax for the National Automobile Dealers Association. In this capacity, he represents dealer interests before, and educates dealers on regulations promulgated by, federal executive branch agencies that oversee dealer operations.
Mr. Metrey is the author and editor of numerous NADA publications, including the NADA/NAMAD/AIADA Model Dealership Voluntary Protection Products Policy and the NADA/NAMAD/AIADA Fair Credit Compliance Policy & Program. He frequently speaks to dealers, Automotive Trade Association Executives, dealership compliance professionals, and other industry groups on an array of regulatory topics, including recent federal developments in the areas of credit, privacy, identity theft, telemarketing, and taxation. Mr. Metrey is active in several professional organizations and serves on the Governing Committee of the Conference on Consumer Finance Law.
Mr. Metrey joined NADA in 2001 as its Director, Regulatory Affairs. He previously served as an attorney with the Federal Emergency Management Agency and as an active duty Army JAG officer, with assignments in Germany, The Netherlands, and Fort Meade, Maryland. He also served in a reserve capacity as the Chief, International Law Branch of the National Guard Bureau’s Legal Support Office. Mr. Metrey obtained a Juris Doctorate degree from Catholic University’s Columbus School of Law and a Bachelor of Arts degree from Virginia Tech.
Don Reed, CEO of DealerPRO Training, has worked with hundreds of dealerships and dealer groups across the U.S., Canada and the U.K. teaching them how to increase profits in fixed operations. He has been published in AutoDealer Monthly, AutoSuccess, Fixed Ops, RVPRO, and Dealer magazines. Don has conducted NADA webinars, NADA Convention workshops and programs for NADA 20 Groups, state/local dealer associations, the Canadian Auto Dealers Association, RVDA, GM, Chrysler, Nissan, and Subaru.
Joe is a dealership veteran with over 15 years of experience, from Salesperson to General Manager. Prior to AutoFi, he was the National Director of Training at Innovative Aftermarket Systems.
Prior to joining United Development Systems as director of training in 2017, John Tabar has spent the past 30-plus years dedicated to the automotive retail business. He worked for 16 years in the dealership environment before becoming a trainer for a Fortune 300 integrated insurance company, utilizing his dealership experience to train and develop dealership personnel throughout the United States. Tabar went on to become vice president of business development for that same company, working with dealers, dealer groups, third-party administrators, manufacturers and other insurance companies throughout the Americas. Additionally, he enjoyed several years as a partner in a large Harley- Davidson franchise.
Today, Tabar directs all training programs for UDS, which as been ranked for 14 consecutive years as a top F&I training company in America by dealer vote, as well as a top compliance provider. His professional accomplishments include: Experienced in International product development and compliance; Authored curriculum for variable and fixed dealership operations training in the auto, powersports, and RV industries; Development of a multicultural industry-specific learning management system; Routine content contributor for various industry publications; Star of F&I and Showroom’s “F&I Tip of the Week” video series; Speaker for various associations, conferences, conventions, and organizations.
Tabar has spent most of his professional life doing what he loves: working with individuals, groups, and companies to develop training and processes aimed at achieving their peak potential.
Gil Van Over is the executive director of Automotive Compliance Education (ACE) and the author of Automotive Compliance in a Digital World. ACE is a compliance training and industry certification company. ACE provides varying curricula and certification for all dealership employees involved in the sales and F&I processes, from sales people and managers to office managers and compliance officers. Van Over is also the president of gvo3 & Associates, a nationally recognized compliance consulting, audit, training and review firm. He and his team work with dealerships around the country in implementing F&I and Sales Compliance Management Solutions to help dealers manage and mitigate compliance issues. He is a frequent speaker to industry groups and also provides litigation support on behalf of automotive retailers and insurers.
Tony Wanderon is the President and CEO of National Auto Care and Family First Dealer Services. He founded FFDS in 2011 and merged it with National Auto Care in 2013. Tony has more than 32 years in the industry as an Agent, Administrator and Executive for a Fortune 50 company and has spearheaded or been involved in four public and private sale transactions of companies he has led. Tony has been an innovator and leader in automotive F&I since 1986 and has pioneered several industry products including GAP, Trade-In Protection and more.
UDS’s Randy Crisorio has agreed to serve as advisory board chair for Agent Summit X.
The 2020 event is scheduled for May 3–6 and will take place at The Cosmopolitan for the first time.
From intellectual property and agency M&A to dealer prospecting and F&I development, there was something for every attendee in search of a competitive edge.
Use these three advanced strategies for increased production and higher profitability. At Agent Summit to learn even more strategies to boost your profits!