The challenges of supply and COVID will eventually end but the one consistent goal for dealers will always remain - maximize profitability per vehicle. However, with more and more F&I options available to customers outside of the dealer, achieving this maximum is increasingly becoming more difficult. A necessary approach is getting the customer to see the value in a relatively inexpensive option and then being able to easily upgrade using scalability options that are difficult for the customer to turn down. This approach works particularly well when these options are only available through the dealership. Learn how offering new, unique and necessary technology will not only increase profitability but customer appreciation as well. Key Takeaways: Scalability is extremely easy and profitable to implement with the right product "Smash & Grabs" are at an epidemic level and ONLY the dealer can provide a simple cost effective solution dFence scalable technology offers customer peace of mind and new revenue opportunities IS20G14 - Philadelphia, PA LIVE! Casino & Hotel January 11-13, 2022

1. USING SCALABILITY TO INCREASE PROFITS AND VALUE
E. Keith Turner
Vice-President, dFence
eturner2@dfencegps.com

2. USING
SCALABILITY TO
INCREASE PROFITS
AND VALUE

3. dFence® Management has over 20 years of experience of offering the latest
in vehicle and customer theft protection and support. dFence® is offered to
and through top dealer groups and independents.
dFence® patented technology allows dealers to generate a new
sources of revenue while providing unparalleled value to their
customers that will be appreciated for years.
PROVEN
PERFORMANCE
3

4. McKinsey &
Company
January, 2019
As dramatic
disruption comes to
automotive
showrooms,
proactive dealers can
benefit greatly…..

5. Dealer
margin
pressures
multiply
Profit Decline
• F&I and Service
increasing % of total
revenue
• Industry Trends
- Autonomy
- Connectivity
- Electrification
- Shared Mobility

6. F&I Pressure
Third Party Entities Continue to Gain Control
of F&I Dealer Products:
Service Contracts
Gap Insurance
Warranties McKinsey & Company Report

7. Adapting to Change – New Dealer Model/Focus
BUILDING GEOGRAPHIC
SCALE AND GROWING
SCOPE
CREATING A PLATFORM
ECOSYSTEM
“AFTERMARKET
PARTS COULD BECOME
AS IMPORTANT AS
FINANCING WAS 20
YEARS AGO……” McKinsey & Company Report

8. Aftermarket
Options
• Gap Insurance –
1,000+ Companies
• Service Contracts –
1,000+ Companies
• Paint Protection
• Aftermarket Car
Alarm/GPS Systems
- 100 companies

9. Theft Deterrence
AFTERMARKET ALARMS
•Limited to No
Competition
•High Value
• Address A Need for
Security
Unique
Products –
FOR DEALER
ONLY

10. AUTO
THEFTS ARE
INCREASING
NCIB
Over a 11%
increase in car
thefts expected in
2021.

11. AUTO
THEFTS WILL
CONTINUE
TO INCREASE
Why?
• Limited Inventory
• Rising Vehicle
Prices
• Through 6/2023
1https://www.cnbc.com/2021/06/18/with-car-prices-surging-yours-is-a-prime-
target-for-thieves-.html

12. CAR
BREAK-INS
ARE AT AN
EPIDEMIC
RATE
Based on FBI
trending
Statistics, it is
estimated that
there will be over
2 Million car
break-ins in 20211
1https://ucr.fbi.gov/crime-in-the-u.s/2019/crime-in-the-u.s.-2019/topic-pages/tables/table-23

13. WHO KNEW?
Most consumers
are unaware that
when the Car
Glass is broken,
the OEM Car
Alarm does
not go off
13

14. What is the current “solution” to personal
property protection in automobiles?
•OEM Auto
Security?
•GPS??
•VIN Etching???
There is a new solution…

15. PERFECT
TIMING FOR
THE RIGHT
PRODUCT

16. Scalability
PLATFORM FOR
GROWTH
16

17. Making It Easy For The
Customer & F&I
Implementing Scalability

18. For
Scalability to
work
effectively, it
has to
Flexible
UpSelling
Cross
Selling

19. Cross
Selling
Cross-selling is
encouraging the
purchase of
anything in
conjunction with
the primary
product

20. UPSELLING
Upselling is about
getting customers to
buy the more expensive
option

21. When presenting correctly,
upselling/cross selling is one
easiest ways to increase sales
On average, upselling increases
revenue by 10-30%
21

22. Sound of Door Bell
22

23. Sound of Doorbell with
Speaker
23

24. https://youtu.be/RYld7z0z4
Do
Are you going to get the door bell by itself or the one with the video?

25. FOR AFTERMARKET
PRODUCTS, WHAT ARE
THE KEYS TO ACHIEVE
MAXIMUM
SCALABILITY?
1. Preloadable
Option – Easy to
Install and
REMOVE
2. Inexpensive
3. Easy to Convey
value
4. Dealer Exclusive

26. HOW DO WE
MAKE THE
SCABILITY
PROCESS
SIMPLE &
REPEATABLE
?

27. STAGE 1
F&I Layup
Inexpensive
Theft Deterrent
Solution

28. Easy Upsell From The Addendum

29. CAR BREAK-INS ARE AT AN EPIDEMIC LEVEL

31. What is a dFence
Glass Break Alarm?
• A plug-and-play glass break alarm that is
powered through the ODB port
• Comes with a high 110 decibel siren and
universal harness
• A passive alarm system
• Ignition is off armed/active
• Ignition is on unarmed/inactive
<5 MINUTE INSTALL
U.S. PATENT NO. 10,579,000

32. STAGE 2
PROVIDE
CUSTOMER WITH A
CLEAR, SIMPLE
VALUE
PROPOSITION THAT
ALLOWS FOR AN
EASY UPSELL

33. dFence Glass
Break with GPS
• Immediately notified when
someone breaks the glass,
allowing you to notify the police.
• The only patented plug and play
device that will emit a loud siren
to stop would be thieves
• Benefit of additional GPS
features – geofencing, location,
vehicle recovery.
A REAL VALUE THAT CUSTOMERS
WILL TRULY APPRECIATE!

34. STAGE 3
GOOD
BETTER
BEST

35. The Best
Alarm
System is one
that catches
them in the
Act

36. dFence 3 Tier
Complete Protection.
• Plug-and-Play GPS + Glass Break Combo
• Peel & Stick Wireless BT Camera
• Glass break alarm photos (5 within 40
seconds)
• Arm exit photo
• Manual photo
<2 MINUTE INSTALL
U.S. PATENT NO. 10,579,000

37. After The
Sale
Opportunity!
Due to its
scalability, there
is always an
opportunity to
upsell dFence
GPS and Glass
Break.

38. Scalabilty
For Dealer
Success
Product
Flexibility
F&I Layup
Consumer
Value

39. E. Keith Turner
331-305-4180
eturner@dfencegps.com
Thank You!

40. Any Questions?

41. Session Title
E. Keith Turner
VP Sales, dFence
eturner@dfencegps.com
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