1. DriveTime: Transforming the Leadership Culture Jon Ehlinger, EVP, General Counsel, OD Guy
CONNECTED Community Webinar Series
Featuring the Big Idea of Relational Leadership
02 September 2016

2. CONNECTED Community Webinar Series: Coming Next …
Add these to your calendar at O:\_1 Palus 2016\Calendar\CONNECTED
Friday, September 09, 9am (EST)
The DAC Framework and Relational Leadership.
Our special guests are Robert Burnside and Cindy McCauley.
We will discuss “best practices” and “best beliefs” for making DAC sing in a relational way.
We will get an update about the Nomadic Learning edition of DAC featured on its online learning platform pitched to millennial managers.
Thursday, October 06, 1pm (EST)
Barry Oshry (creator of the Organization Workshop)
His theme: The structures we fall into shape our consciousness; we don’t know that, and that’s when the trouble begins. In this session I’ll be working with a wild and readily contestable assumption: that all the people I’ll be describing are intelligent, generous, well-intentioned, and emotionally stable. So what we’ll be exploring is what happens when this healthy cast of characters falls blindly into structures that shape their consciousness resulting in behaviors that are considerably less intelligent, generous, well-intentioned, or emotionally stable.

6. 2016
DriveTime
0831

7. Our company has developed 4 key components that work in concert to produce an industry leader.
RETAIL
TECHNOLOGY
LOGISTICS
CONSUMER
FINANCE

8. Corporate Evolution
2015
2002
Loan portfolio exceeds
$3 billion
Ended with 135 stores
Launched lead scoring initiative
4th largest used vehicle retailer in the U.S.
Changed name to DriveTime
Took company private
2010
Centralized collections
1992
1996
2006
Founded as Ugly Duckling Corporation
7 dealerships in Arizona
$54 million in sales
Took company public
Revenue tops $1 billion
Loan portfolio exceeds
$1 billion
59 dealerships and employees
2014
Hit over 100,000 annual sale and lease units
2001
2008
2013
2016
Implemented 1st generation credit grading system
Tightened credit
Closed 19 stores
Introduced private term securitizations
Loan portfolio exceeds
$2 billion
Introduced new F&I
Started lease program
Launched Carvana
Loan portfolio exceeds $3.7 billion
Company spans 3 divisions with 6,000+ employees
Launched Bridgecrest
Pivotal corporate change
Financial milestone
New business creation

9. Evolution of Leadership & Interdependence
Harvard Business Review, 2005 article
John McGuire
Bill Torbert
Cast of Characters
Rod Mahs
Chris Ernst
Suzanne Cook-Greuter
Chuck Palus

10. Inside Out “Inside Out Suit” Senior Leader Session/”Rework”
Fundamental Shift in Communication
Basic Tools and Communication Alive Today

11. Why
WHY ARE YOU, YOU? WHY DO WE THINK IT’S WORSE TO FAIL THAN TO EVER TRY? WHY DO WE DO SO MANY THINGS WE DON’T LIKE AND LIKE SO MANY THINGS WE DON’T DO? WHY ARE WE AFRAID TO BELIEVE WE CAN CHANGE THE WORLD? WHY WOULD WE SETTLE FOR WHAT WE ARE DOING RATHER THAN DOING WHAT WE BELIEVE IN? WHY WOULD WE BE MORE WORRIED ABOUT DOING THINGS RIGHT MORE THAN DOING THE RIGHT THINGS? WHY DOES THERE HAVE TO BE SOMETHING HOLDING US BACK? WHY WOULDN’T WE ALWAYS CHALLENGE THE TRUTH? WHY WAIT FOR TOMORROW WHEN WE CAN DO IT RIGHT NOW? WHY LIVE THE SAME DAY WE’VE LIVED A HUNDRED TIMES BEFORE? WHY ARE WE ALWAYS SO AFRAID TO MAKE A MISTAKE WHEN WE ALWAYS LEARN FROM THEM? WHY ARE YOU HERE?

12. Successes Growth New Companies
Development of Leaders (1,000+ promotions in 2016 YTD)
Brand and Market Share

13. Brand Strategy Brand Strategy Build and Protect MARKETING
ONLINE EXPERIENCE
• Search Engine
Optimization
• PPC
• TV Advertising
• Social Media
• Blog
• Reviews
Communicating the brands commitment to provide easy auto loan approvals on quality vehicles.
Strong online reputation, simple paths to view inventory and fast online approvals support the brands message.
IN-STORE EXPERIENCE
• Vehicle test-drive
• Financing terms
on every vehicle
in 15 minutes
Flow of information with low pressure and transparent retail environment connect the brand experience online to offline.
• BDC calls within
30 minutes
• Approval
Certificate
• Credit Rank
• Down Payment
• Shop huge
selection of
10,000+ vehicles
PURCHASING
• 5-year Vehicle
Service Contract
• GAP insurance
• GPS
• Centralized
underwriting
support
Approved financing and flexible terms on every vehicle makes the brand real.
OWNERSHIP
• Loyalty programs
- Referral
- Champ
• Welcome call
• Bridgecrest portal
• Payment options
30-day warranty, extended service plans, numerous payment methods and loyalty programs creates the customer assurance of the brand.

14. Failures Return Anytime Lease Program “Almost” Sale of Company in 2012
Next Level Leadership Transformation Experience

15. Future? Interdependence of Technology and People
Leaders Drive Culture and Transformation
Symphony of Interdependence

16. Conference Rooms Alchemy Agile AHA Avant Garde Axiom Boomerang Chaos
Code
Coexist
Colosseum
Compass
Connectivity
Core
Dialogue
Enigma
Friction
Fuel
Gravity
Lady Justice
LOL
PI 3.14
Polarity
Rainmaker
Reaction
Reality
Revolution
Roots
Shhh…
Spark
The Cloud
The Den
The Lab
The Plurb
The Riveter
Think
Tomorrow
Transparent
Yesterday
Why?
Wow!
360°

17. DriveTime: Transforming the Leadership Culture Jon Ehlinger, EVP, General Counsel, OD Guy
Thank you Jon!!
CONNECTED Community Webinar Series
Featuring the Big Idea of Relational Leadership
02 September 2016

18. CONNECTED Community Webinar Series: Coming Next …
Add these to your calendar at O:\_1 Palus 2016\Calendar\CONNECTED
Friday, September 09, 9am (EST)
The DAC Framework and Relational Leadership.
Our special guests are Robert Burnside and Cindy McCauley.
We will discuss “best practices” and “best beliefs” for making DAC sing in a relational way.
We will get an update about the Nomadic Learning edition of DAC featured on its online learning platform pitched to millennial managers.
Thursday, October 06, 1pm (EST)
Barry Oshry (creator of the Organization Workshop)
His theme: The structures we fall into shape our consciousness; we don’t know that, and that’s when the trouble begins. In this session I’ll be working with a wild and readily contestable assumption: that all the people I’ll be describing are intelligent, generous, well-intentioned, and emotionally stable. So what we’ll be exploring is what happens when this healthy cast of characters falls blindly into structures that shape their consciousness resulting in behaviors that are considerably less intelligent, generous, well-intentioned, or emotionally stable.