No area of dealership operations has come under more scrutiny in recent years than the F&I department. On the back of investigations by ASIC and the ACCC, Dealers now face the prospect of changes to point of sale exemptions.

To help prepare you for the shifting landscape, the industry panel will discuss the ramifications of these developments and outline what you need to do to ensure this vital income stream retains a healthy bottom line in the years to come.

Panel host, Chris Mandile, is a Director of Deloitte Motor Industry Services. He has over 17 years’ automotive experience, working across both Honda and Nissan, where he held senior leadership roles across Sales, Marketing, Franchise Development, Supply Chain, Financial Services, Training and After-sales, Service Operations.

Chris has also led a training division and is a skilled trainer and facilitator. He is an experienced in facilitating Dealer groups, C-Suite executive coaching, leadership development and operational programs.

Most recently, Chris has been working with both dealerships and OEMs on a number of projects across marketing, sales, after-sales, and helping navigate through the recent changes to F&I.
Chris has also been involved in reviewing the franchise model with a number of OEMs, with modelling current and future state opportunities.

Michael Winter is the Chief General Manager, Retail Distribution, with Allianz Australia. He has over 20 years’ experience in the General Insurance industry, with 15 years directly relating to the financial institutions and the distribution of General and Life insurance products.

Retail Distribution focuses on the sales and distribution of personal insurance, e.g. Home, Motor, Marine Pleasure Craft and Life, together with small business insurances, through Allianz’ financial institution partners, motor Dealers, manufacturers and financiers as well as direct to consumers.

Malcolm Tilbrook is the CEO of Eric Insurance Ltd, a specialty general insurer in the automotive retail insurance space. Eric was formed following the acquisition of Swann Insurance by Avea Insurance, before establishing the Eric brand from this transaction in 2016/17.

Malcolm has had a distinguished career in Financial Services and has deep experience in and a passion for the Automotive Dealer Financial Services industry.

Malcolm commenced his role as CEO of Eric in April 2017, having previously been CEO of Esanda Finance Ltd which, prior to the sale of Esanda to Macquarie Bank, was the leading automotive financier in the Australian marketplace.

Malcolm has a strong connectivity with the Dealer network and has been a significant contributor to the discussion and policy development of the sale of add-on insurance within the Insurance Industry, the Dealer network and the regulators.

Peter Jones, Managing Director, Nissan Financial Services Australia & New Zealand, has over 30 years’ experience within the Australian automotive sector, including across the Toyota and Nissan brands. NFSA’s portfolio has assets totalling around $6 billion, and provides support for automotive Dealer operations in Australia and New Zealand.

Peter is also the Managing Director of Nissan Australia’s Casting Plant based in Dandenong South, Victoria, and is a member of the Board of Directors of Nissan Australia and other associated Nissan companies in both Australia and New Zealand.

John Chandler is the President and CEO of Toyota Finance Australia, joining TFA in 2006 as Vice President of Services. John assumed leadership of the business in 2009 and has since guided the company through a period of expansion.

John has driven change and innovation within the TFA businesses, implementing new systems, finding efficiencies and improving compliance.

John has been a driving force behind the strengthening and deepening of co-operation between TFA, TMCA and the Toyota Dealer network to ensure the Toyota brand retains its position as Australia’s best-selling automotive brand for the 14th consecutive year.

Toyota Finance Australia Limited commenced operations in 1982. Today the company is an Australia-wide business with over 700 employees and is recognised as one of the nation’s leading financiers, with net receivables exceeding $14.5 billion. The company’s credit ratings for medium-term notes are AA- (Standard and Poor’s) and Aa3 (Moody’s).

Phil Waugh is the National Manager for Auto Finance with St George Bank & Bank of Melbourne under the Westpac Banking Corporation Business Bank’s Specialist Finance Team.

The former Australia rugby union representative now leads a large national team providing retail consumer auto loans, retail business auto loans, novated leasing and floorplan business lending to motor dealers. Phil’s team also partners with and provides business solutions with world leading automotive manufacturers.

This experienced and knowledgeable panel will guide you through the potential traps and pitfalls F&I departments face in the new paradigm. This is a must-attend session.