NIADA Convention & Expo

Monday August 23-26, 2021

San Antonio

Buy Here Pay Here

Subprime Market Perspectives; The Past, The Present & What’s Ahead

Ken Shilson

Owner / Subprime Analytics

Kenneth B. Shilson, CPA, is president of Subprime Analytics, a consulting company that provides subprime portfolio analysis services. The firm also provides due diligence services for banks and financial institutions that provide capital to the subprime auto industry. Subprime Analytics utilizes state-of-the-art data mining and extraction technology in order to identify loss trends and areas for underwriting improvement. He is also the founder and past president of The National Alliance of Buy Here-Pay Here Dealers (NABD), the nation’s largest used car special interest group with more than 14,000 members. Ken has helped pioneer an IRS approved tax strategy for BHPH dealers regarding the use of a related finance company. He has authored numerous articles on accounting, tax and other matters related to the used car industry. In 2015 Ken was admitted into the “NIADA Ring of Honor” (Hall of Fame) for his contributions to the BHPH industry.

Maximizing GPS technology for building Productivity, Efficiency, and Compliance into the Recovery Process

Ariad Sommer

CEO / Ituran


As CEO of Ituran USA, a publicly traded GPS and location-based technology company for the last 10 years as well as being a prior owner of BHPH dealership and a sub-prime indirect finance company, and his broad and deep experience in operations and finance rolls in the auto and high-tech industry, Ariad brings a unique perspective and valuable experience relative to the economic, regulatory and market dynamics the BHPH industry is facing today.

As Head of Investor Relations for Ituran Location & Control (NASDAQ: ITRN) his daily responsibilities include leadership and understanding of global markets, technology, and business trends. His unique mix of proven business development skills, in combination with technical experience and direct leadership approach have led the Ituran USA team to increased productivity and product growth while establishing the company’s products as frontrunner in the industry. As a previous owner of independent car dealership, and a current owner of financial Floor Planning company, he speaks with real hands-on knowledge on leadership, technology and management.

Ariad graduated Cum Laude with a major in Information Technology. He started his career in Silicon Valley during the area working as Business Analyst and Finance and Operation Director for a start-up company utilizing his high-tech knowledge and product management skills. He has been working in the US Automotive and Finance industry since 2004 where he served as Chief Operating Officer and Managing Partner of AFS Acceptance with direct responsibilities of operations and financial management of a full-service auto finance company specializing in Sub-Prime credit.  Under his leadership the company had grown to $105 Million in loans assets and over 90 employees.

Groundbreaking Changes in Auto Financing

Chris Barry

Sr. Vice President / Agora Data Inc.

Chris’ mission is empowering BHPH dealers and sub-prime auto finance companies to thrive and succeed.  As an experienced automotive finance leader with an extensive history of success in automotive lending, servicing, and ancillary products, he has seen how underserved the industry can be, and he wants to change that.

For the past three years, Chris has been a senior member of the Agora’s management team, building solutions to change the industry.  His background as a founder and executive of AmeriCredit and American Credit Acceptance provided him with an extensive background in sub-prime auto lending.  Additionally, Chris was a senior leader with GWC Warranty and Chase Auto Finance, giving deep insights into ancillary products and full spectrum auto lending.

“This industry isn’t hard, but it can be when nobody shares the simple tools to point you in the right direction.”

Insurance Claim Secrets Revealed

Jason Farbiarz, Esq.

President / National Appraisers, LLC

Since 2008, Mr. Farbiarz has assisted thousands of insureds across the United States with their property damage insurance claims. He is a Florida Bar Member and Public Adjuster, licensed in Arizona, Colorado, Florida, Georgia, Iowa, Idaho, Indiana, Kentucky, Louisiana, Maryland, Michigan, Minnesota, Missouri, North Carolina, New Jersey, Nevada, New Mexico, Ohio, Oklahoma, Oregon, South Carolina, Tennessee, Texas, Utah, Virginia, Vermont, Washington, and West Virginia.

Understanding your GPS Provider’s Network

Todd Goodnight

EVP & CTO of PassTime
Todd is a veteran of the electronics industry with over 35 years of experience spanning retail, marketing, product development, manufacturing, and business development of OEM and consumer electronics devices. Prior to joining PassTime, he held leadership and executive positions with Pioneer Electronics, SiriusXM Radio, and Wistron Neweb Corporation. Todd holds numerous professional industry certifications and presently holds a board seat with the Consumer Technology Association’s Vehicle Technology Division. As CTO, Todd oversees both the Information Technology division as well as the Product Management division with responsibilities spanning IT infrastructure, manufacturing, overall product strategy and the strategic supplier relationships with PassTime’s key suppliers and cellular carrier partners. In 2020, Todd was bestowed with and commissioned into the Honorable Order of Kentucky Colonels by the Governor of the Commonwealth of Kentucky.

BHPH: 5 Ways to Lower Delinquencies

Brandon Cavalier

CEO of Carpay
Brandon Cavalier, CEO of Carpay, opened a BHPH dealership in Florida when he was 18 years old, and would eventually start building some software tools to help manage the growing book of BHPH loans. Eventually, he offered the the tools to other BHPH dealers as well, and would go on to sell the BHPH loans and turned the software tools into the company that became Carpay.

The Most “Bonus-able” Numbers in BHPH Collections

Jim Rhoads

Founder/CEO of The Octane Group
Jim Rhoads is a long-time consultant and analyst serving the Buy Here Pay Here industry. Having started his (franchise) automotive career in ’95, he moved into BHPH management in ’97. He began consulting in 2000 and served as the Director of Training & Consulting for a Florida-based training/consulting/software company from 2001-2003. That experience, combined with his continuing work as an independent consultant, has now taken him into BHPH dealerships and finance companies across 26 states and counting. His writings have appeared in many subprime publications including NIADA’s BHPH Dealer Magazine. Jim also owned a BHPH dealership and RFC for 7 years before turning his attention to full-time consulting in 2011. Jim and wife Michelle Rhoads co-host the soon-to-be-released Tote the Note podcast.