Compliance Summit Will Include a Session Devoted to Sales Compliance
gvo3 & ACE’s Gil Van Over will return to the Compliance Summit stage with a session dedicated to the most frequent source of noncompliance: the sales department.
gvo3 & ACE’s Gil Van Over will return to the Compliance Summit stage with a session dedicated to the most frequent source of noncompliance: the sales department.
Photo courtesy of Automotive Compliance Education
2 min to read
NEW ORLEANS — Industry Summit organizers announced that Gil Van Over, ACE’s executive director and president of gvo3 & Associates will present “When Sales Is to Blame for Noncompliance” during the Compliance Summit portion of the agenda. The 2019 event is scheduled for Nov. 4–6 at the New Orleans Marriott.
Van Over acknowledged that compliance is overwhelmingly considered an F&I function. While it may be true that the F&I manager is the ultimate gatekeeper to ensure transactional compliance, he believes actual audit results show that the majority of compliance violations either germinate or occur during the sales process by sales people and sales managers.
Ad Loading...
“Sales managers and salespeople create the majority of compliance issues in dealerships, yet the F&I managers usually take the blame."
“Sales managers and salespeople create the majority of compliance issues in dealerships, yet the F&I managers usually take the blame,” said Van Over. “My session will walk through the higher risk compliance nightmares that occur in the sales department by sales personnel and steps the F&I gatekeeper can take to limit the dealership’s exposure.”
More details about Industry Summit 2019 are available at the event’s website. To discuss sponsorship and exhibition opportunities, contact David Gesualdo via email or at 727-947-4027.
The first 100 active auto dealers and dealership general managers who register for this year’s event online with promo code F&I100 will receive their full show pass for no charge. The event’s discounted room rate of $209/night is available until Oct. 18.
Helping F&I customers understand complementary offerings is likely to lead to more sales, based on the success of a high-performing practitioner of the philosophy.
In this video, Reese Dailey explains how effective follow-up drives better results
across the dealership, including increased sales, higher F&I penetration, and
stronger customer retention.
Deal volume ebbed and flowed throughout 2025, but product performance remained steady, according to automotive technology and data intelligence solutions provider StoneEagle.
A TransUnion study found that relationship-driven sales models proved to be important, as consumers who used an agent had a lower shopping intensity than those going it alone.
