Workshop Highlights
Why is F&I under assault and how to massively improve your performance.
Compliance is still important today, it's just one deal that can make you or break you.
Why engaging F&I online wins market share and increases PVR.
Why inconsistency in F&I product presentation and pricing jeopardizes profits.
How to remove pressure tactics from the F&I selling process. Should you be using a digital menu or a paper menu and the difference between the two!
How to dramatically reduce the time customers spends in the F&I office.
Why all management personnel should understand the benefits of the interview process.
Learn the difference between a digital menu vs a paper menu presentation.
Understand the technical aspects of Darwin digital menu and it's concept.
Reduce your CIT and avoid recontracting - understanding your bank guidelines.
Why F&I departments are under fire and how to reduce liability.
How to use "proven time-tested solutions" to overcome product objections!
The evidence file is a basic tool that STILL works plus how to utilize digital menu to back up your claims and more!
WELCOME COCKTAIL RECEPTION
Wine & Beer
Cheese & Crackers
Monday @ 7:00 - 9:00 PM
Sponsored by AutoFI
DAY ONE
9:00 AM – 10:00 AM
Introduction
Compliance Review
9:00 AM - 10:00 AM
BREAK
10:15 AM - 12: 00 PM
Engaging F&I Online - Joe St John - Head of Dealer Success with AutoFI
Meeting the Customer on Their Terms and How to Increase Market Share
Establishing a Common Bond Online and In-Dealership
Online and In-Dealership Experience Is a Seamless Process
What’s on the Menu?
Disclosure & Terms
Products and Product Set-Up
Product Consistency & Pricing
Descending Terms & Customer Resistance
Offering Options and "DNA" Dealer Needs Analysis Option
12:00 PM- 1:30 PM
LUNCH
1:00 PM – 2:00 PM
Interview Transition
2:00 PM - 3:00 PM
Meet and Greet The Interview and Darwin
Menu Presentation - Paper or Digital Menu
3:00 PM – 3:15 PM
BREAK
3:15 PM- 5:00 PM
When the customers says “NO! I want to stick to my base payment!”
DAY TWO
9:00 AM – 11:00 AM
Darwin Executive, Jeff Stafford covers the technical aspects and concept behind the digital menu!
BREAK
11:00 AM – 11:15 AM
Overcoming Objections - Darwin Tools - Proven Tracks
11:15 AM – 12:30 PM
Learn how to effectively overcome the customer’s objections based on a value proposition. Using the Darwin tools to substantiate a claim!
12:30 PM – 1:30 PM
LUNCH
1:30 PM – 2:30 PM
Upsell Techniques - Service Contracts Closes
2:30 PM - 3:45 PM
F&I Training-Service Contract Closes
I'll Take the Risk
Perfect Car
Dependable Car
I Have the Manufacturer Warranty
It Costs Too Much
Bought One Before, It Didn’t Cover Anything
Ancillary Product Closes
Gap Protection
Paint & Fabric Protection
Tire & Wheel
Key Replacement / Dent Ding / Theft Recovery
BREAK
3:45 PM 5:00 PM
Role-Play Round Robin
Menu Presentation
When the Customer Says “No! I want to stick with the base payment!”
DAY THREE
9:00 AM 11:00 AM
Role-Play
Interview
Menu Presentation
When the Customer Says “No! I want to stick with the base payment!”
11:00 AM 11:15
BREAK
11:15 AM– 12:30 PM
Product Objections and Visuals - Groups
It Costs Too Much
I Have My Own Mechanic
Perfect Car
Dependable Car
Gap Protection
12:30 PM – 1:30 PM
LUNCH
1:30 PM – 3:30 PM
Credit Union and Bank Conversion
Right of Off-Set
What is digital retailing and why you should know.
Questions & Answers
Workshop includes (1) months of the continuing education with Chernek Consulting online Virtual Pro! Continue to implement best practices back at the dealership!
*PLEASE BRING YOUR PRODUCT FORMS AND MENUS TO CLASS WITH YOU! DON'T FORGET YOUR POSITIVE ATTITUDE!
Have questions contact Becky directly at 404-276-4026!
