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Events


Training Calendar

Skills for the Business Manager with FILES Certification

5/4/2015 - 5/8/2015

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Web Seminars

The Great Debate: Lease-Here-Pay-Here vs. Buy-Here-Pay-Here

5/6/2015

FREE WEBINAR
The Great Debate: Lease-Here-Pay-Here vs. Buy-Here-Pay-Here
Which model is right for you?

During this webinar, you will...

  • Find out the impact of both options on your accounting, operations and lender relationships
  • Understand tax implications of changing your business model
  • Learn about collateral reacquisition factors, plus which types of vehicles work best for LHPH and BHPH
  • Determine your target demographics for each model, and find out whether you can expect repeat customers
  • Answer the million-dollar question – Can I do both successfully?.

Speaker:
Allen Dobbins
President & CEO
AutoStar Solutions

Training Calendar

Skills for the Business Manager with FILES Certification

5/11/2015 - 5/15/2015

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Training Calendar

Skills for the Business Manager with FILES Certification

5/18/2015 - 5/22/2015

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Training Calendar

Skills for the Business Manager with FILES Certification

6/8/2015 - 6/12/2015

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Training Calendar

Skills for the Business Manager with FILES Certification

6/15/2015 - 6/19/2015

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Training Calendar

Skills for the Business Manager with FILES Certification

6/22/2015 - 6/26/2015

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Blog

So Here's the Deal

Ronald J. Reahard
[Video] Overcoming the Warranty Objection

By Ronald J. Reahard
The magazine’s resident F&I wiz tackles a question about how to show the value of a service contract when the customer believes the warranty provides enough coverage.

Creating Interest

By Ronald J. Reahard
The magazine’s resident F&I wiz says answering the customer’s true objection to extended coverage is just a matter of creating real interest in the product.

The ‘No Need’ Objection

By Ronald J. Reahard

A New Resource

By Ronald J. Reahard

Stump the Pro

Tony Dupaquier
Determining the Need

By Tony Dupaquier
The magazine’s objection-handling wiz revisits a common barrier to the service-contract sale. His advice? Don’t sell what the customer doesn’t need.

Improving the F&I Experience

By Tony Dupaquier
The magazine’s objection-handling wiz explains why he sought out tools that address today's millennial customer at this year’s NADA Convention and Expo.

Done Deal

Gregory Arroyo
GM’s Message to F&I

By Gregory Arroyo
The editor says GM’s decision to reduce terms on its powertrain warranty and visits under its maintenance program is just another reason F&I is here to stay.

Repairing Our Reputation

By Gregory Arroyo
The editor thinks he knows why improving the customer experience is a top priority for finance sources this year. And he believes dealers need to get on board, especially the F&I office.

Risk Assessment

By Gregory Arroyo

The Mobile Divide

By Gregory Arroyo

Mad Marv

Marv Eleazer
Bluetooth Blues

By Marv Eleazer
While His Madness longs for the good old days of push-button radios, recent stats on vehicle dependability have him rooting on OEMs to add more tech.

What Slump?

By Marv Eleazer
His Madness advises slumping F&I pros to channel their inner Yogi and get back to business.

Casey’s Mighty Lesson

By Marv Eleazer

Finding the Right Mix

By Marv Eleazer

On the Point

Jim Ziegler
A Battle Rages

By Jim Ziegler
Last month’s battle between the CFPB and a Congressional Committee conjures up an old Bob Dylan tune for Da Man, who offers his take on what the bureau is really after.

A Dying Breed

By Jim Ziegler
‘Da Man’ is impressed with all the latest technology entering the F&I office, but he wonders if the push to update the experience could lead to the extinction of the F&I closer.

Don’t Fear the Money

By Jim Ziegler

Stepping Up Your Game

By Jim Ziegler

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