September 14-16, 2011paradiSe point reSortSan diego, California

AnnuAl cOnference2011

sessiOn TAkeAwAys

erik Wahl

the art of Vision

You must see it; before you can achieve it. Your best sustainable edge in sales is your ability to visibly differentiate yourself from your competition. It is no lon-ger enough to be good at managing your book of business. The truly great sales professionals have altered the landscape by creating a unique experience for their customers. Whether its sales, service or leadership principles; professionals at all levels can achieve superior levels of sales performance by creatively differentiating themselves from the competition. Companies that embrace creativity are better equipped to succeed in the future. Relying on yesterday’s “winning formula” can ultimately be a disguise for resisting change. The truly great companies of tomorrow are pro-actively altering their own landscape for success. They continue to re-invent themselves to be visibly different from the competition.

the outlook for tax and budget policy as We approach a Critical election Year

The fiscal predictions by the Congressional Budget Office and the White House will not be realized if the country falls back into a recession. The situation will be much worse. Public debt will be a persistent problem for years to come, even if the economy improves. Short-term interest rates are likely to remain low as long as inflation does not become too burdensome – or the economy improves. The fate of long-term interest rates essentially lies with how the fiscal crisis in Europe is handled. The pressure to limit or repeal certain tax cuts will only increase once Congress gets serious about tax reform. Both political parties currently embrace the idea of getting rid of certain tax cuts in exchange for lower income tax rates. The Republican Party stands a good chance of capturing the majority in the Senate after the 2012 election. House Republicans are expected to maintain control of their chamber.

future outlook for alternative fuel Vehicles (afV)

Petroleum has been the fuel of choice for the last 100+ years because of it’s energy density and relatively low cost. Energy efficiency and energy diversity are the key the strategies for reducing our dependence on petroleum - all options are in play. The payback for advanced technology vehicles is dependant on many factors including assumptions on the future price of fuel / energy. All stakeholders need to work together to usher in the new technology, infra structure development, and early market adoption.

ken kieSm

ark Vann

todd buChholz

Competing in a Chaotic economy

Cash is still king. If you can offer better financing, do it. Provide “solutions,” not just slices Don’t assume runaway energy prices Stalling growth in Europe keeps prices down Lookout for the “Obama Rally” Stay in touch with your customers!

outlook for the new and used Vehicle markets in the u.S.

With competition heating up as retail demand remains below normal, fleet managers can acquire 2012 models at prices often lower than year ago on a comparably equipped basis despite a strong yen and higher material and component costs. Wholesale used vehicle values have peaked for now but we do not expect a meaningful decline in prices unless auto companies engage in value- destroying incentives. Online auctions and inventory shortages combined to boost remarketing performance for most fleets in 2010 and 2011. Longer term, however, fleet managers will have to manage the complexity of multiple remarketing channels and the needs of dealers to maximize returns.

mastering Self-leadership: empowering Yourself for personal excellence

Before you can lead others, you need to be able to lead yourself Self-Leadership is defined as “the process of leading yourself to overcome challenges in the path to your goals and dreams.” Two major elements of effective self-leadership are SELF-TALK and Mental Imagery. Self-Talk is the dialogue you have with yourself. It impacts your health, your self-esteem, your self-confidence, and ultimately your performance. Mental Imagery involves seeing success in your mind. The key to mental imagery involves “the minds eye.”

marYann keller

ChriStopher neCk

bill boSCo

financial accounting Standards board (faSb) lease accounting project: overview and issues

The Leases accounting project will be completed in 2012 with a likely implementation date of 2015. All fleet leases will be capitalized by lessees on balance sheet. Leasing will remain attractive as the amount capitalized will be much less than the vehicles’ cost. The accounting compliance requirements will be complex. Begin your preparations now.

distracted driving – a rapidly growing epidemic on our nation’s roadways

Cell phone distracted driving is more than taking one hand off the wheel or taking your eyes of the road to dial or answer a call. The major distraction, because it lasts so much longer, is taking your mind off the task of driving. This is why studies show that hands free cell phone use is not safer. Most people can’t watch a television show or movie while talking on the phone. It’s the same with driving and talking on the phone. You cannot do both tasks well at the same time, and the consequences of a mistake while driving are often catastrophic. Automobile crashes are the leading cause of accidental death in the US. They are the leading cause of all death for those between the ages of 5 and 35. A teen is more likely to die in a car crash than the next three leading causes of teen death, homicide, suicide and disease, combined! Employers, large and small, are quickly moving to implement cell phone driving bans that include all forms of cell phone use and apply to all employees. By an overwhelming margin, these employers do not experience productivity loss. In one study, conducted by the National Safety Council, of 469 companies with cell phone driving bans, only seven employers reported a loss of productivity while 40 reported a gain in productivity. The NSC has free resources available at www.distracteddriving.nsc.org, including a downloadable Cell Phone Policy Kit that includes sample policies, employee communications and a step by step guide to implement a policy.

daVid teater

thank You, SponSorS

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Manheim

» AmeriFleet » Donlen Corporation » U.S. Bank

» Volvo Cars of North America, LLC » Wheels, Inc. » Wright Express

» BMW » The CEI Group » GE Capital Fleet Services» Hourglass Management Corporation » PARS, Inc. » PHH Arval » Signature Graphics

» ADESA » Adrian Steel Company » Auto Driveaway » Corporate Claims Management, Inc. » Emkay » Fleet Lease Disposal » Fleet Response » Fleet Street Remarketing » Hyundai Motor America » Leggett & Platt » Merchants Leasing » Mike Albert Fleet Solutions » NAAA » Napleton Fleet Group » QEK Global Solutions (US), Inc. » Rent A Toll, LTD » SmartAuction » Transportation Services of America » Union Leasing » ZoomSafer

» Mercury Associates » Nagy Fleet » OPENLANE » PricewaterhouseCoopers » Safelite Autoglass » SCT Fleet Solutions Like-Kind Exchange Services » Southfield Dodge, Chrysler, Jeep