Agenda
F&I Week features 6 live hour-long webinars that you can view right from your desk. Click on the session titles below to read more about what you will learn and who is presenting. New for 2012 are Product Showcases, featuring product demonstrations in an interactive format
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Between sessions, visit the Sponsor Directory to engage directly with suppliers through group chat or private chat. You can download product information, view videos, visit websites and more.
Tuesday, June 19
(All times below are Eastern Daylight Time)
| 1:00-2:00 PM |
Creative Strategies That Drive Top F&I Performance
 Win-Win F&I:
Providing a customer-centric experience requires new approaches to some of the timeless challenges of F&I. This session will explain why today's consumers appear so "sales-resistant" -- and how savvy salespersons can respond. It will also provide a fresh look at some of the "Do's and don'ts" of menu selling.
Speaker: Carl Bennett
Dealer Speaker: Steven Bethke
Fostering F&I as a Career, Not a Job:
The growing complexity of F&I is requiring dealerships to manage their top talent as professionals. This track will address the link between lower turnover and higher profit and put a spotlight on compensation plans that promote sustained excellence.
Speaker: George Angus
Moderator: Dave Versical
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| 2:00-2:20 PM |
Product Showcase: Make a Lending Connection:
How Dealers Can Benefit from Credit Union Relationships
 In today's unpredictable lending environment, it's essential to have solid relationships with multiple lenders, and credit unions are a great place to look for new lending connections. Join Jeremy Engbrecht from CRIF Lending Solutions for an informative webinar that explores the differences between local credit unions and banks and captives. The discussion will include tips for working with smaller institutions to get the most out of your lender relationships, and how you can improve your ability to get loans funded.
Speaker: Trina Larson
Speaker: Jeremy Engbrecht
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| 3:00-4:00 PM |
Show Me the Money! Best Bets for Structuring a
Deal That Will WOW the Lenders
 Lending has opened up since the recession, but the changing finance landscape requires fresh thinking to stay ahead. This session will help F&I managers understand lenders' needs and spell out ways to structure a deal properly. It will also focus on smart ways to approach subprime lending.
Speaker: Strati Papageorge
Moderator: Ed Lapham
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Wednesday, June 20
| 1:00-2:00 PM |
Dealers Share Their F&I Best Practices
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| 2:20-2:40 PM |
Product Showcase: Create Happy Customers Who Return Faster and In Better Equity Positions
 Our dealers and agents say it best - "We've tried several payment services over the past years. By far, SMART Payment Plan is the way to go... Total flexibility on matching payments to paydays and easy start dates... It's simple to use and payments are made on-time... A great program with great customer support."
Speaker: David Engelman
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| 3:00-4:00 PM |
Playing by the Rules – Federal Regulation and Enforcement Workshop
 The Consumer Financial Protection Bureau – What Dealers Need to Know:
Franchised dealers were successful in avoiding the CFPB's jurisdiction under the Dodd-Frank Act. Or were they? There are several avenues through which the CFPB can impact dealer behavior without regulating the dealership directly. This session will explore these avenues and help prepare you for what may be coming down the road.
Speaker: Michael Benoit
Steering Clear of Deceptive Practices:
Speaker: Carole Reynolds
Moderator: David N. Robertson
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Thursday, June 21
| 1:00-2:00 PM |
Bringing a System to F&I Madness
 Most dealerships have a system for selling cars. Many fail to apply a similar approach to F&I. As a result, they may be losing out on sales opportunities and irking time-sensitive customers at the same time. This session will explain how a "front-end" strategy for F&I starts with a properly structured deal on the car itself. From there, it will outline steps that will build trust, increase the amount of time for presenting products that fit customers' needs, and reduce the risk of legal exposure. In addition, dealer principals will present their best practices for closing a deal.
Speaker: Vince Santivasi
Speaker: Bill O'Flanagan
Moderator: Ed Lapham
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| 3:00-4:00 PM |
Smart Phones & Mobile Tablets: The 411 You
Need to Connect With Today's Customers
The proliferation of smart phones and mobile tablets opens up new possibilities for dealerships seeking to connect with consumers -- and the F&I space is no exception. This session will assess the tech landscape and offer tips on sorting out the toys from the helpful tools. It will also provide keys to understanding how young consumers relate to their technology, and how that knowledge can help F&I managers connect with the next generation of car buyers.
Speaker: James A. Maxim Jr.
Speaker: Gil Van Over
Moderator: Dave Versical
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Can't attend? Don't worry, all sessions will be available for immediate on-demand viewing at your convenience.
