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Training Calendar

Three-Day F&I Selling Procedures Seminar

9/2/2002 - 9/4/2002

College of Automotive Management
Santa Ana, CA.
Mon-Fri, 8:30 a.m.-5:30 p.m.
30 hours of instruction including CSI, preparing mentally, product knowledge- features and benefits, benefit selling with menu and package selling methods, F&I procedures before the sale- administration/verifications, contract disclosures, objection handling ("I can't afford it" and "I'll take my chances"), extensive role play-critique and videotape.
For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

One-Week SubPrime Finance Course

8/26/2002 - 8/30/2002

College of Automotive Management
Santa Ana, CA.
Mon-Fri, 8:30 a.m.-5:30 p.m.
40 hours of instruction including subprime finance company guidelines, definitions, terms, payment ratio calcs, budget calcs, advance calcs, maximizing profit and advances, Experian, Equifax, Transunion, Credco, BK terms, negative credit considerations, pay stub interpretations and calcs of gross and net by lender, phony pay stubs and customer fraud, skip hazards, inventory selection, phone skills, application submittal, disclosure and pricing laws, dealing with lenders, funding and heat sheet management and 40 practice deals with stips.
For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

Two-Week Internet Department Management Course

8/26/2002 - 9/6/2002

College of Automotive Management
Santa Ana, CA.
Mon-Fri, 8:30 a.m.-5:30 p.m.
83 hours of instruction including Internet manager job description, Internet lead management systems, Internet lead providers, Internet lead processing/follow up, phone skill and appointment bookings, selling the appointment, vehicle selling procedures, F&I products, DMV forms, contract disclosures and navigation of more than 20 sites customers use to gain information. Graduates earn eight educational credit units toward any of Northwood University's degree programs.
For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

Four-Week F&I Management Course

8/26/2002 - 9/20/2002

College of Automotive Management
Santa Ana, CA.
Four weeks of comprehensive F&I management training.
Mon-Fri, 8:30 a.m.-5:30 p.m.
163 hours of instruction including F&I policies and job descriptions, leasing and Regulation M, interest calculations for simple interest and Rule of 78's, full legal compliance, computer training, Experian, Equifax, TransUnion, Credco, deal structuring, debt ratio calcs, interpretting pay stubs, subprime financing, customer fraud, F&I products, contract disclosures, DMV forms, package and menu presentations, lender relations, cash flow and CSI. Lifetime placement assistance offered. Graduates earn 16 educational credit units toward any of Northwood University's degree programs.
For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

Frame Structure

8/23/2002

Manheim Auctions' Technical Center
Nashville, TN.
Each class has space for 12 people and will be filled on a first-come, first-served basis. For more information or to sign up for a class, contact Ella Rainbolt, logistics administator, at (615) 846-4617 or e-mail [email protected]

Manheim Auctions' Technical Center

Training Calendar

Advanced F&I Training

8/22/2002 - 8/23/2002

Automotive Training Academy
American Financial and Automotive Services, Inc.
2525 South Shore Blvd., Suite 400
League City, TX 77573
800 967-3633

American Financial and Automotive Services, Inc.

Training Calendar

Condition Report Writing

8/21/2002 - 8/22/2002

August 21 - 22 Condition Report Writing, Manheim Auctions' Technical Center, Nashville, Tenn. Covers the basics of condition report writing, fundamentals of a proper inspection and damage category identification, such as prior repair, frame, flood and hail. Current industry terminology and collision manual usage are also covered in the two-day class. Each class has space for 12 people and will be filled on a first-come, first-served basis. For more information or to sign up for a class, copntact Ella Rainbolt, logistics administator, at (615) 846-4617 or e-mail [email protected]

Manheim Auctions' Technical Center

Training Calendar

One-Day Legal Compliance Seminar

8/21/2002

College of Automotive Management
Santa Ana, CA.
Mon-Fri, 8:30 a.m.-5:30 p.m.
Eight hours of instruction including Truth in Lending, Single Document Rule, Spanish language contracts, Equal Credit Opportunity Act, Magnussen Moss Act, IRS cash reporting rules, DMV & taxes, contract and forms disclosures, Ethics.
For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

Three-Day F&I Selling Procedures Seminar

8/19/2002 - 8/21/2002

College of Automotive Management
Santa Ana, CA.
Mon-Fri, 8:30 a.m.-5:30 p.m.
30 hours of instruction including CSI, preparing mentally, product knowledge- features and benefits, benefit selling with menu and package selling methods, F&I procedures before the sale- administration/verifications, contract disclosures, objection handling ("I can't afford it" and "I'll take my chances"), extensive role play-critique and videotape. For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

Gulf States Financial Services Profesional F&I Management and Certification Training

8/19/2002 - 8/23/2002

Gulf States Financial Services Profesional F&I Management and Certification Training, 13201 N.W. Freeway, Suite 801, Houston, TX 77040. Information and registration is available through Jeff Tobaben, e-mail [email protected]

Gulf States Financial Services

Training Calendar

F&I Training Class

8/19/2002 - 8/23/2002

American Financial and Automotive Services
Puget Sound Auto Dealers Association
Seattle, WA.
For more information call Cindy Regini or Shauna May, (800) 967-3633

American Financial and Automotive Services, Inc.

Training Calendar

Sales Manager Training

8/14/2002

Automotive Training Academy
American Financial and Automotive Services, Inc.
2525 South Shore Blvd., Suite 400
League City, TX 77573
800 967-3633

American Financial and Automotive Services, Inc.

Training Calendar

Two-Week Internet Department Management Course

8/12/2002 - 8/23/2002

College of Automotive Management
Santa Ana, CA.
Mon-Fri, 8:30 a.m.-5:30 p.m.
83 hours of instruction including Internet manager job description, Internet lead management systems, Internet lead providers, Internet lead processing/follow up, phone skill and appointment bookings, selling the appointment, vehicle selling procedures, F&I products, DMV forms, contract disclosures and navigation of more than 20 sites customers use to gain information. Graduates earn eight educational credit units toward any of Northwood University's degree programs.
For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

One-Week SubPrime Finance Course

8/12/2002 - 8/16/2002

College of Automotive Management
Santa Ana, CA.
Mon-Fri, 8:30 a.m.-5:30 p.m.
40 hours of instruction including subprime finance company guidelines, definitions, terms, payment ratio calcs, budget calcs, advance calcs, maximizing profit and advances, Experian, Equifax, Transunion, Credco, BK terms, negative credit considerations, pay stub interpretations and calcs of gross and net by lender, phony pay stubs and customer fraud, skip hazards, inventory selection, phone skills, application submittal, disclosure and pricing laws, dealing with lenders, funding and heat sheet management and 40 practice deals with stips.
For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

Introductory F&I Sales Course

8/12/2002 - 8/15/2002

CNA National's Scottsdale Training Center
Four days designed for newer F&I managers with one year of experience or less. This course introduces the basic skills and knowledge needed to achieve success in the F&I office. Featured topics include: a good understanding of all products offered and how they benefit customers; learning what's expected and how to be a part of the dealership team; setting personal goals toward better production; creating a custom menu that is user-friendly and adds professionalism to the presentation; and the art of overcoming objections. Hands-on training includes role-playing and listening to claim calls for a clearer understanding of how service contracts benefit customers and dealerships. Guest speakers representing a national lender and a major credit card reporting agency add to this informative and motivating experience.
For more information, call (800) 345-0191 ext. 763 or e-mail [email protected]

CNA National's Scottsdale Training Center

Training Calendar

F&I Training Class

8/12/2002 - 8/16/2002

American Financial and Automotive Services
League City, Texas
For more information call Cindy Regini or Shauna May, (800) 967-3633.

American Financial and Automotive Services, Inc.

Training Calendar

Four-Week F&I Management Course

8/12/2002 - 9/6/2002

College of Automotive Management
Santa Ana, CA.
Four weeks of comprehensive F&I management training.
Mon-Fri, 8:30 a.m.-5:30 p.m.
163 hours of instruction including F&I policies and job descriptions, leasing and Regulation M, interest calculations for simple interest and Rule of 78's, full legal compliance, computer training, Experian, Equifax, TransUnion, Credco, deal structuring, debt ratio calcs, interpretting pay stubs, subprime financing, customer fraud, F&I products, contract disclosures, DMV forms, package and menu presentations, lender relations, cash flow and CSI. Lifetime placement assistance offered. Graduates earn 16 educational credit units toward any of Northwood University's degree programs.
For more information contact 714-436-0700 or e-mail [email protected]. For detailed course information, visit www.collegeofautomotive.com. To order the College of Automotive Management's 400-plus-page F&I training manual, visit www.collegeofautomotive.com/spoffers.htm.

College of Automotive Management

Training Calendar

Allstate F&I Beginner Training Seminar

8/12/2002 - 8/16/2002

Allstate Training Center, Jacksonville, FL.
For more information, contact Tony Wanderon at 1-800-621-4871, or e-mail [email protected].
Visit www.ahlcorp.com and look under "Products and Services", then "Credit Division".

Allstate

Training Calendar

AFIP Accredited F&I School

8/12/2002 - 8/16/2002

Automotive Training Academy
American Financial and Automotive Services, Inc.
2525 South Shore Blvd., Suite 400
League City, TX 77573
(800)967-3633

American Financial and Automotive Services, Inc.

Training Calendar

Advanced Sales Training

8/12/2002 - 8/13/2002

Automotive Training Academy
American Financial and Automotive Services, Inc.
2525 South Shore Blvd., Suite 400
League City, TX 77573
(800)967-3633

American Financial and Automotive Services, Inc.

Training Calendar

Legal and Regulatory Issues Today

8/9/2002

August 9 - One day event Quality-dealer.info Web Conferencing: Legal and Regulatory Issues Today. 9:00 am CST. Module # 7 Legal and Regulatory Issues. This short, dynamic training session will provide you valuable ideas and techniques designed to improve your penetrations and CSI. And you don't even have to leave the office! This is an easy, innovative and inexpensive way to bring training into your dealership. For more information, visit www.quality-dealer.info to register.

Quality-dealer.info

Training Calendar

Legal and Regulatory Issues Today

8/8/2002

August 8 - One day event Quality-dealer.info Web Conferencing: Legal and Regulatory Issues Today. 9:00 am CST. Module # 6 Service Agreement Objections. This short, dynamic training session will provide you valuable ideas and techniques designed to improve your penetrations and CSI. And you don't even have to leave the office! This is an easy, innovative and inexpensive way to bring training into your dealership. For more information, visit www.quality-dealer.info to register.

Quality-dealer.info

Training Calendar

Legal and Regulatory Issues Today

8/7/2002

August 7 - One day event Quality-dealer.info Web Conferencing: . 1:00 pm CST. Module # 4 The Customer Choice Presentation. This short, dynamic training session will provide you valuable ideas and techniques designed to improve your penetrations and CSI. And you don't even have to leave the office! This is an easy, innovative and inexpensive way to bring training into your dealership. For more information, visit www.quality-dealer.info to register.

Quality-dealer.info

Training Calendar

One-Day Legal Compliance Seminar

8/7/2002

August 7 - One day event One-Day Legal Compliance Seminar. College of Automotive Management, Santa Ana, CA. Mon-Fri, 8:30 a.m.-5:30 p.m., eight hours of instruction including Truth in Lending, Single Document Rule, Spanish language contracts, Equal Credit Opportunity Act, Magnussen Moss Act, IRS cash reporting rules, DMV & taxes, contract and forms disclosures, Ethics. For more information contact 714-436-0700 or e-mail [email protected] For detailed course information, visit www.collegeofautomotive.com.

College of Automotive Management

Training Calendar

Frame Structure

8/7/2002

August 7 - One day event Frame Structure, Manheim Auctions' Technical Center, Nashville, Tenn. Each class has space for 12 people and will be filled on a first-come, first-served basis. For more information or to sign up for a class, contact Ella Rainbolt, logistics administator, at (615) 846-4617 or e-mail [email protected]

Manheim Auctions' Technical Center

Blog

So Here's the Deal

Ronald J. Reahard
Help! My Dealership Is Packing Payments

By Ronald J. Reahard
Top trainer comes to the rescue of an F&I manager who fears an antiquated, discredited, and deceptive sales tactic has taken root at his store.

Sharing the Profit

By Ronald J. Reahard
After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

Menus Don’t Work Miracles

By Ronald J. Reahard

Avoiding the AAA Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Red Flags Alert

By Gregory Arroyo
The editor believes recent regulatory activity should serve as a warning to dealers who haven’t dusted off their Red Flags compliance programs in the years since the rule took effect.

GAP Suffers Another Setback

By Gregory Arroyo
The editor reveals the truth behind an NPR report critical of the industry’s efforts to undo the Military Lending Act guidance that put the brakes on GAP sales.

Car Buyers Need F&I

By Gregory Arroyo

Protecting F&I’s Future

By Gregory Arroyo

Mad Marv

Marv Eleazer
Readers Are Leaders

By Marv Eleazer
Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.

Comply Like Nobody’s Watching

By Marv Eleazer
His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

'We Never Buy This Stuff'

By Marv Eleazer

Stop Painting Dealers With a Broad Brush

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler

The New Stooges

By Jim Ziegler