Automotive Management Live
NEC, Birmingham, November 8th 2018
Call 01733 468289

Insight Theatre 2017

For retailers and manufacturers to keep up to date with the latest industry issues.

Insight Theatre Overview

The insight theatre at Automotive Management LIVE will provide visitors with crucial information relating to 3 key industry topics. As experts in their field, speakers will deliver advice and insight for automotive retailers in an open theatre environment


The EU data protection laws will be tightened in 2018 and the likelihood is the UK will still opt to comply with the legislation even after Brexit.  Companies will need to demonstrate customers provided their proper consent for the use of their data including those whose records they already hold. Companies that hold consumer data will also have to provide a clearly identifiable way for members of the public to ask for their data to be erased whilst every business needs to ensure someone is made responsible for and customers will be able to request their information for free compared to the current cost of £10, with an increase in information requests likely. None of the tasks involved in GDPR preparation can be accomplished quickly and planning is needed.   

- Speakers

Exploring some of the practices to aid GDPR compliance

Jenai Nissim, legal director, data protection and privacy, TLT

The GDPR introduces new accountability and compliance requirements for all organisations that process personal data together with an increase in the level of fines for non-compliance of the regulations. Discover some of the practices which dealers need t

o have in place now; exploring ways dealers can ensure they are on the road to compliance. This session offers some practical guidance, raises questions about dealers’ current approach to GDPR and identifies areas of focus.

How the digital landscape is changing – focus on cybercrime and GDPR

Dan Moore, Director of IT consultancy, PKF Cooper Parry

The new EU General Data Protection Regulations (GDPR) could see dealers facing fines of up to €20 million (around £17.5 million) or 4% of a company’s global turnover.

Sponsors of the Data Insight Theatre, PKF Cooper Parry, will host a session that will look at how the digital landscape is changing, with a particular focus on cybercrime and GDPR. They will investigate how criminals are trying to damage your business and how you can protect your systems against cyber-attack. They will also examine how GDPR will change the way that dealerships will have to collect, store and process data in the future.

“The vast scale of the implications of this legislation is not yet fully understood and more thought must be given to the way in which the many layers and multiple parties involved in purchasing a vehicle will manage that data under the new rules. We look forward to discussing these issues with delegates at AM Live in November.”

The challenges dealers face implementing GDPR

Madeleine Ansbro, head of compliance, Marshall Motor Group

From a range of manufacturers to a host of different suppliers, in that alone dealers face huge challenges when it comes to implementing GDPR with a variety of interpretations and requirements. Ansbro, whose compliance remit has been extended beyond the Financial Conduct Authority to include the new data regulations, explores the issues dealers need to overcome in order to devise a compliant and workable solution to meeting GDPR requirements. She also discusses the importance of appointing the person responsible for data compliance as required under the new rules.






With the initial panic of complying with Financial Conduct Authority (FCA) regulations, a rather quiet three years since the regulator took responsibility for finance has given some dealers a sense of security which many experts consider false. Distracted by the likes of the pay day loan companies, the automotive sector has enjoyed being very much off the radar, but experts warn that whilst the sector is mostly professional with the right processes in place, vigilance is called for with a number of areas giving cause for concern. Issues include the relationship with broker and their permissions ensuring customers understand the arrangement, ensuring audit trails are easily referenced and adhering to the right processes governing Gap sales. It is also thought that some elements under the Consumer Credit Act could be incorporated into FCA regulations making it easier for the ombudsman to act if there has been a breach.

Exploring what’s on the FCA horizon and ways to operate in a highly regulated environment

Andrew Smith, consumer credit director, Compliancy Services, FCA compliance consultancy

This session explores the 2018 Financial Conduct Authority (FCA) review into motor finance including understanding the main issues on currently on the regulator’s agenda, the likely outcome and next steps based on similar reviews which have taken place in other sectors. Exploring the measures which need to be put in place and how dealer groups can best prepare as well as asking whether the sector has made the culture shift needed to perform in a highly regulated environment. Smith will also discuss media reports surrounding the ‘miss-selling’ of PCP and quash the myths currently appearing in the media.

Dear CEO…yours faithfully, the Financial Conduct Authority

Jenny Kenlin, consultant, Compliancy Services

Firms providing consumer credit have recently received a Financial Conduct Authority (FCA) ‘Dear CEO’ letter highlighting their expectation for handling customer complaints. In moving to be regulated by the FCA many firms have not sufficiently improved their policies and procedures and this could be leaving them open to substantial remediation and compensation costs. These risks can be mitigated by taking some simple steps and this session explores some of the ways dealers can ensure their customer friendly approach is also compliant.



With an increase of 7.3% in the used car market in 2016 equating to 8.2 million vehicles sold on the back of a record 2016 for UK new car registrations, the used car market is currently buoyant. Experts expect 2017 to experience continued growth particularly as manufacturers are focused on Europe for new car sales following Brexit which will further boost used car sales in the UK. In the short term retailers are concerned with which vehicles to stock to increase stock turn and therefore profits whilst growing pressure for a diesel scrappage scheme and the growing popularity of EVs and hybrids is starting to change the profile of the car parc. But just like new cars, the market can’t sustain continued growth and with changing attitudes to ownership along with predictions that the UK is a prime market for mobility as a service, the question is quite simply, what does the future hold further down the line?

  • Speakers

Opportunities and challenges in the used car market

James Dower, editor black book , cap hpi

With 2016 being a record year for used car sales and 2017 expected to see further gains, this session explores some of the opportunities which have arisen over the year and those which could come to pass as we move into 2018. This session also explores what’s on the horizon and how the increased use of sophisticated analysis is influencing the understanding of the used car market and consumer buying behaviours as well as the diversification of sales channels. Other trends such as the increase of new cars sold through brokers, a growth in broker sales of PCH and pressure from pre-reg or tactical registrations will be discussed.

The importance of trust in the used car market

Kristian Wheeler, sales team lead, Trustpilot

Research from review site Trustpilot and the Centre for Economics and Business (Cebr) predicts around a fifth of all cars sold will be done so online by 2027. Reviews are already an all-important stage in the buyer’s journey and their relevance will increase as more of the purchase process takes place online. This session explores consumer attitudes to reviews, review and trends whilst also providing guidance on ways to monitor, manage and respond to consumer comment

Adopting an ever increasingly more sophisticated digital strategy to selling used cars

Nathan Quayle, group marketing manager, Fords of Winsford

Increasingly dealers are employing digital experts who are savvy with analytics and au fait with tracking traffic and measuring outcomes resulting in a more scientific approach to attracting and nurturing leads. Gone are the days when dealers were reliant on the classifieds alone and today’s successful used car dealer uses a broad mix of marketing channels to drive would-be buyers to their own websites. Dealers making use of the classifieds and expanding their reach to incorporate digital disruptors as well as forging their own presence online will be the winners to attract used car buyers to both their virtual store and their physical site. This session from one of the largest independent used car supermarkets in the north west explores how the used car digital strategy is becoming even more sophisticated.