LAS VEGAS — Gerry Gould, director of training for United Development Systems (UDS) and the original host of F&I Tip of the Week, will cover the Top 20 tips from F&I and Showroom’s online video series during his role-playing session at Industry Summit. He will be joined by Fernando Romani, regional manager for UDS.

Since 2012, Clearwater, Fla-based UDS has contributed more than 150 video tips to the magazine’s F&I Tip of the Week video series. Gould and Romani will role-play the Top 20 most-viewed tips during their special hour-and-20-minute session, which is scheduled for Wednesday, Sept. 9 at 10:40 a.m. inside the Paris Las Vegas’ Champagne Ballroom. Not only will they show attendees how it should be done to achieve maximum results, they will demonstrate why “how it’s always been done” may not be the best option.

“Gerry and Fernando are going to cover the tips that created the biggest buzz, but they’re also going to have a little fun by demonstrating the wrong way, or, as they say in the business, ‘how it’s always been done,’” said David Gesualdo, publisher of F&I and Showroom and Auto Dealer Today magazine. “They will also cover initial customer introductions, objection handling and closing techniques, then conclude the session by answering the ‘best rate’ question and offering tips on how to reduce contracts in transit.”

Industry Summit officially opens on Wednesday, Sept. 9 at 5 p.m. with a keynote address from National Automobile Dealer Association Chairman Bill Fox, but the day features a host of other educational sessions. Aside from Gould and Romani’s “Actions Speak Louder Than Words” workshop, Wednesday will feature F&I trainer Joe St. John’s special F&I manager- and agent-only “Ask Joe” session. The second-day of Jim Ziegler’s two-day Profit Masters seminar also kicks off at 9 a.m.

Wednesday’s program will also feature the second day of the Association of Finance and Insurance Professionals’ Boot Camp. The two-day certification training, which starts at 1 p.m. on Tuesday, Sept. 8, will be led by David Robertson, the association’s executive director. Wednesday also marks the start of Greg Goebel’s Special Finance and Used Vehicle Retailing educational program.

“While the show officially kicks off Wednesday night, we’ve filled Tuesday and Wednesday with a host of educational sessions,” said Gregory Arroyo, editorial director of F&I and Showroom and Auto Dealer Today magazines. “There’s Gerry’s session, the Ask Joe special session, the continuation of David Robertson’s and Ziegler’s two-day training sessions, and Greg Goebel kicks off his programs on Wednesday.”

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