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Training Calendar

Skills for the Business Manager with FILES Certification

12/14/2015 - 12/18/2015

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  $1395 per attendee


So Here's the Deal

Ronald J. Reahard
[Video] Perfect Timing

By Ronald J. Reahard
Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.

The Follow Up

By Ronald J. Reahard
The magazine’s F&I wiz lays out a plan for re-pitching a service contract to customers who declined the product at the time of delivery.

Circling Back

By Ronald J. Reahard

[Video Tips Included] Value Demonstration

By Ronald J. Reahard

Done Deal

Gregory Arroyo
We Got Them Wrong

By Gregory Arroyo
The editor delves into a hot topic that was raised at Industry Summit but is too often overshadowed by all the talk about Millennials. By Gregory Arroyo

Reporter Turned Advocate

By Gregory Arroyo
The editor reflects on his time with the magazine and realizes how closely connected he is to the people he covers and the industry he serves.

The Tide Has Turned

By Gregory Arroyo

Train. Discover. Network.

By Gregory Arroyo

Mad Marv

Marv Eleazer
No Demo, No TO

By Marv Eleazer
His Madness says the test drive isn’t obsolete. He explains why working a deal without one is a wasted effort for everyone involved.

Keep ’Em Separated

By Marv Eleazer
His Madness has a message for Sonic Automotive about its one-touch experience. He even offers an alternative way to bring together sales and F&I.

The ABCs of Customer Acceptance

By Marv Eleazer

We’re Not Apple Stores

By Marv Eleazer

On the Point

Jim Ziegler
Prospect Holding On Line One

By Jim Ziegler
‘Da Man’ returns with a reality check for dealers who have never considered what happens when a customer calls their store.

500-Car Pileup

By Jim Ziegler
Da Man ponders a future where all cars are driverless — and prone to hackers. He calls on automakers to get serious about securing their vehicles.

Taking on Water

By Jim Ziegler

A GM’s Checklist for Profitability

By Jim Ziegler