• In Association With

  • AFIP
  • Platinum Sponsors

  • Ally Auto
  • Reynolds and Reynolds
  • Safe-Guard Products International, LLC
  • Zurich
  • Bronze Sponsor

  • First Innovations

Agenda

Each session is now available on demand! Login or sign up and view today!

Day 1

Mastering the Sales Presentation

From Greeting to Signature: A Step-by-Step Guide
Speaker:
  • Carl Bennett, Director of North American Consulting Operations, Reynolds and Reynolds

This detailed session will show you how to build a rapport with each customer, eliminate wasted time, arrange menu options in a way that serves you and your customers, and manage documents to ensure compliance. A sample of what you will hear: "Whenever you present a product, ask yourself if your approach would appeal to your parents or a family member. If the answer is no, change your presentation."

Perception, Time, Transparency, Culture: Problems and Solutions
in the F&I Office
Speaker:
  • Ron Martin, President, VisionMenu and The Vision of F&I

Sponsored by Reynolds and Reynolds

Point-of-Sale Tools That Work

Get Creative! Out of the Box Ideas that Boost Sales
Speakers:
  • Vince Santivasi, General Manager Southeast Division, Zurich Direct Markets
  • Glenn Roberts, National Training and Business Development Manager, Zurich Insurance

From the showroom to the service drive to the F&I office, learn how a few creative ideas can help drive additional F&I sales for your dealership. Discover a new process that can enable your teams to deliver on the pressure for F&I results. Plus, learn how to implement creative methods that increase customer retention.

Dealer Perspective - What Works at the Dealership
Speaker:
  • Bill O'Flanagan, President/General Manager, Reedman Toll Auto World – Langhorne, PA
Educator Perspective - Best Ideas
Speaker:
  • Jeffrey Bennett, Director of Automotive Technology Management, Northwood University

Sponsored by Zurich

Day 2

F&I and Millennials

Millennials, Mobile and F&I: Learning How to Drive With the
Connected Generation
Speaker:

This segment will provide insights on the attitudes and expectations that are driving the behavior of buyers in their 30s and younger. That information can be used to create a better customer experience, ultimately leading to increased purchase satisfaction and greater F&I sales. The discussion will include tips on for using technology to meet the needs of millennial buyers and to enhance the F&I experience for older generations.

The New Pitch to Close Gen Y
Speaker:
  • Tony Dupaquier, Director of F&I Training, American Financial & Automotive Services, Inc.'s
    Automotive Training Academy

Sharp young consumers do their homework before they start shopping. Savvy F&I departments need to change their traditional practices if they hope to appeal to this group. This section will spell out how.

Dealer Perspective - Custom Selling for Any Customer
Speaker:
  • Gary Allgeier, Director of Finance, The Suburban Collection – Troy, MI

Learn how one of the nation's biggest dealership groups tailors its F&I presentations to individuals of all generations — depending on whether they are "visually" oriented or "print" oriented.

Sponsored by Ally

The CFPB and F&I: Answers to Your Questions

Speakers:
Moderator:
  • Christina L. Robertson, Corporate Counsel and Education Director,
    AFIP (Association of Finance & Insurance Professionals)

Recent signals from the Consumer Financial Protection Bureau on the finance reserve and sale of products such as extended-service contracts have left dealers hungry for guidance. Two experts at Hudson Cook, one the nation's foremost authorities on dealership compliance, will provide answers on the impact this agency will have. Dave Robertson will spell out what the legalities mean for day-to-day F&I operations.

Sponsored by AFIP

Day 3

Surviving in a Post-Reserve World

Surviving in a Post-Reserve World
Speaker:

Dealers are scrutinizing the sources of their F&I income as federal regulators prepare to put stricter limits on how much can be earned on customer interest rates, or dealer reserve. Learn practical approaches you can use to provide a win-win situation for yourself and your customers in a post-reserve world. Discover why products with tangible value need to be a part of your menu, and understand the best ways to communicate product benefits to your customers.

Principles for Compliant F&I
Speaker:

Hear from a dealer who changed the way he operated years ago in anticipation of stricter regulations. The presentation will review several basic "non-negotiable" items that every F&I department must follow in order to remain compliant and still be able to generate F&I profits.

The Banking Perspective
Speaker:

As the Consumer Financial Protection Bureau heightens its scrutiny, banks will be aggressively trying to show that they are fair lenders. Auto dealers and captive finance companies will feel the effects. This segment will spell out what's on the radar screen of lenders -- and what dealers need to be aware of.

Sponsored by Safe-Guard

Pros' Prime Tips: Experts Share Their Advice for
F&I Excellence

Honesty Is a Strategy
Speaker:

When honesty and full disclosure are built into the F&I process, more products get sold and customers are happier with the F&I manager, the dealership and their whole buying experience. Hear simple tips on how to incorporate full disclosure as a strategic way of creating a more receptive and less sales-resistant customer.

Women in F&I
Speaker:

– Why you need a woman on your team
– What women need to be successful in your dealership

3.5 Ways to Connect the Dots Between F&I and Sales
Speaker:

– How to gain greater cooperation from your sales force.

The Virtual F&I Manager
Speaker:

With smart use of the internet and phone, you can present menus, discuss payments and rates, build trust and win shoppers before they enter your store. It all starts by quickly responding to a customer's initial inquiry.

How BMW Cut F&I Transaction Times by 30% With e-Contracting
Speaker:
  • Steve Swecker, General Manager, Sales Analytics, BMW Group Financial Services