Workshop Agenda

Mastering F&I in a Digital Age

Streamline your sales and finance procedures to ensure top performance and peak customer satisfaction. Massively improve your F&I performance! Every deal counts! Stop doing business the “hard” way and get all of your managers on the same page. The workshop guarantees your dealership will undergo a significant performance boost while developing a stronger bond with your customers. Retain more customers. 

The world is going digital – are you on board or should you be? Online retailing provides an omni marketplace – a salesroom without walls. Maybe you’re considering offering self-desking an online digital experience, but don’t know how to begin?

We’ll address self-desking technology that provides customers with a preliminary online prescreenings or preapprovals to determine the customer’s credit or budget criteria.  Get the subprime customer on the right vehicle the first time out. Self-desking works as a sales funnel on your website, walking the customer through some of the  financing and the decision to purchase your vehicle. The customer appreciates the upfront, transparent process that makes buying a car a breeze! Customers don't want to spend the entire day in a dealership buying a car. Don't wait for a customer to do business the way you've always done it. 

You’ll learn how to smoothly transition the customer from the online to the in-dealership workflow. Find out that the digital experience can begin online and ends when finalizing the transaction in finance with a single point sales associate or dedicated finance manager. 

The workshop also provides what amounts to a Master Class on menus. We’ll discuss how to effectively present your products in a user-friendly, easy-to-understand format that customers appreciate. You can’t continue to use outdated training techniques and expect to compete in today’s market. Let’s face it: customers can’t stand the pitch either!  

As Jeffrey Gitomer put it, “Customers hate to be sold, but they love to buy!” Learn how NOT to pitch products and instead offer a value proposition that wins over more customers and significantly boosts your profits! And how to capture more sales with a menu presentation – whether digital or paper!

Speaking of which, does a digital menu make sense? Or should you stay with a paper menu? A digital menu may help to engage your customer because it’s interactive, but it doesn’t close the sale for you. Technology is a tool that enhances your abilities. Learn why a digital menu may or may not offer you the best solution! Keeping the customer experience dynamic is essential to maximizing your potential!

The workshop has been carefully crafted to provide cutting-edge content based on today’s highly informed consumer. Expect an interactive F&I training program that will keep you completely engaged – and up-to-date with today’s business trends! Compliance is important and we'll discuss deceptive practices and how to avoid them. Dealers continue to get hit for "payment packing" non-disclosure methods even in 2018 and it's climbing! Payment packing is illegal find out how a compliant menu will reduce liability. 

CCI Workshop Cost


WORKSHOP HIGHLIGHTS 

· Digital retailing is gaining traction, it's a sales process not a calculator or static credit application you put on a website. Learn how to connect the dots from online to in-dealership. Your competitor may even surprise you!

· How to dramatically reduce the time customers spend in the F&I office. Massively improve your F&I performance.

· How to remove pressure tactics from the F&I selling process. Subprime customers doesn't mean bad business. 

· How to use dealer-tested solutions for overcoming objections and closing product sales. Up-selling techniques that work!

· Menu selling isn’t step selling. Why using a compliant menu will increase performance. Customers still love options!

· Is a digital menu the way to go? Or is a paper menu still effective? The Pro's and Con's of a Digital or Paper Menu. 

· Why all management personnel should understand the benefit behind a compliant menu presentation. Box closing is not menu selling and often leads to payment packing. 

· Why inconsistency in F&I product offerings diminishes your profits! Consistent product pricing assures confidence and sales. 

· Why F&I departments are under fire for deceptive practices and how to avoid legal problems. 

DAY ONE
8:30 AM – 10:00 AM
Introduction

Meet and Greet 

Compliance Check

• UDAP

• Safeguard Ruling
• Compliance  
• Red Flag
• Cash Reporting FIN CEN Ruling 
• Product Pricing Consistency & Payment Packing 
• FCRA
• Prescreening vs Pre-approval

Break
10:00 AM – 10:15 AM
The Disruptors
10:15 AM – 11:15 AM

• Carvana
• CarMax
• Echo Park
• SpringBoard Auto
• AutoGravity
• Swap Motors

Understanding Digital Retailing
“The Seamless Journey From Living Room to Showroom!”

• Connecting the Dots -The Process Online to In-Dealership Workflow
• Financing and Finalizing the Transaction - Online and In-Dealership 
• The Subprime Customer - Obtaining Better Approvals     

Break Lunch
12:00 PM – 1:00 PM

Bistro Restaurant (not included)

1:00 PM – 2:30 PM

The Interview Process – The Digital Handshake to F&I

• Meeting the Customer on Their Terms With Digital F&I
•  Meeting the Customer at the Sales Person Desk and The Credit Interview 

• Establishing a Common Bond 
• Transition Review
• Product Need Awareness
• A Meeting of the Minds

Break
2:30 PM – 2:45 PM
Digital Menu Vs Paper? What's on the Menu?
2:45 PM – 3:30 PM

• The Digital Transition From Meet and Greet to Presentation  
• Product Offering 
• Product Pricing and Consistency
• Descending Options - Needs Analysis Offering
• Offering Options One, Two or More?

Break
3:30 PM – 3:45 PM
Menu Presentation Digital and Paper
3:45 PM – 5:00 PM

• Digital Menu Presentation vs Paper Menu Presentation 
• When the Customer Say’s “No,” Overcoming Customer Objections 

5:00 PM – 6:00 PM
Meet at Bistro lounge address any concerns. Not mandatory to attend.
DAY TWO
8:30 AM – 10:30 AM
Role-Play Session
(Bring your IPAD to class record your presentations)

• Interview
• Menu Presentation Digital or Paper Menu
• When the Customer Says “No,” I Want to Stick with the Base Payment!”

Break
10:30 AM – 10:45 PM
Upselling Techniques
10:45 AM – 12:00 PM
Learn how to effectively address the customer’s objections based on a value proposition. You will learn that “no” doesn’t always mean “no” It might just mean, “tell me more!” Learn the benefits of listening to your customer and determining the reason behind the no response. You’ll discover thought-out tracks that will make a difference, meet the customer needs without sounding robotic! Be natural be real and compelling without losing the customer interest. Sell to the customer needs not your paycheck.

Break Lunch
12:00 PM – 1:00 PM
Lunch on Own

1:00 PM – 3:30 PM

Service Contract Closes

• Perfect Car
• I’m Buying a Dependable Vehicle
• I Have the Manufacturer Warranty
• It Costs Too Much
• Bought One Before, Didn’t Cover Anything
• I’ll Buy It Later
• Preowned Coverage That Doesn’t Compete with Your Reinsurance!

Break
3:30 PM – 3:45 PM
Ancillary Product Discussion
3:45 PM – 5:00 PM

• Gap Protection
• Paint & Fabric Protection
• Tire & Wheel
• Key Replacement / Dent Ding / Theft Recovery
• Value Shield

WHAT IS LINE - 5 and how to maximize your product sales!

Team – Family Feud – How Well Do You Know Your Products?
5:00 PM – 5:30 PM
Meet at Bistro in Lobby! Shuttle bus to restaurant. Restaurant to be determined.
DAY THREE
8:30 AM- 10:00 AM
Conversions 
Leasing and One-Pay
Retail Balloon Are They Back?
Subprime Financing Options - How to Keep a Dead Deal ALIVE! 
Break
10:00 AM – 10:15 AM
Final Menu RolePlay Team  and (1) Upsell Product
10:15 – 12:00 PM
CLASS ENDS

*PLEASE MAKE SURE TO SCHEDULE YOUR FLIGHT FOR LATER IN THE DAY! IT CAN TAKE YOU ABOUT TWO  HOURS OR MORE TO GET TO THE AIRPORT. BRING YOUR PRODUCT FORMS AND MENUS TO THE CLASS! :)

CCI Workshop Cost
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