Creative Strategies That Drive F&I Performance
Tuesday, June 19, 1 p.m. EDT
Carl Bennett, Reynolds Consulting Services
New approaches to some of the timeless challenges of F&I, including responding to the sales-resistant customer.
Steven Bethke, Parkway Volvo-Subaru-Hyundai
How Parkway recognized the need to change its ways, and how the store stepped out of the box to achieve three consecutive record-breaking years.
George Angus, Team One
Strategies for managing top F&I talent as professionals, exploring the link between lower turnover and higher profit and other benefits of fostering F&I as a career instead of a job.
Show Me the Money!
Tuesday, June 19, 3 p.m. EDT
Strati Papageorge, DealerTrack
How to structure a deal to meet lenders' needs; maximize profitability as credit loosens and lenders expand into new markets.
Dealers Share Their F&I Best Practices
Wednesday, June 20, 1 p.m. EDT
Gabriel Garroni, Ally Auto
Mike Hanks, Bob Hall Dealership Group
Ted Mixon, Ourisman Ford & Lincoln
Kelly O'Neill, Infiniti of Honolulu
Julie Becker-Myers, Northwood University
From the dealerships: A "be brilliant in the basics" strategy; a time-tested way to boost service-contract sales; and a handshake-to-handshake, "no-handoff" sales process. Northwood's Becker-Myers draws insight from their presentations, and Ally's Garroni sets the stage with an overview.
Playing by the Rules -- Federal Regulation and Enforcement Workshop
Wednesday, June 20, 3 p.m. EDT
Michael Benoit, Hudson Cook
What dealers need to know about the Consumer Financial Protection Bureau. How the bureau can impact dealer behavior, and how dealers can prepare for what may lie ahead.
Carole Reynolds, Federal Trade Commission
Identifying trouble spots in auto finance and leasing and helping dealers determine whether they're driving toward danger or steering clear of deceptive practices.
David Robertson of the Association of Finance & Insurance Professionals will moderate.
Bringing a System to F&I Madness
Thursday, June 21, 1 p.m. EDT
Vince Santivasi, Zurich Direct Markets
How a systematic approach to F&I can build trust, reduce the risk of legal exposure, and increase the amount of time for presenting products that fit customers' needs.
Bill O'Flanagan, Reedman Toll Auto World
Best practices for closing a deal. Why a holistic approach to F&I -- stretching from cashiers to service advisers -- starts with extended-service contracts.
Smart Phones & Mobile Tablets: Connecting With Today's Customers
Thursday, June 21, 3 p.m. EDT
James Maxim Jr., MaximTrak Technologies
Mobile technology and F&I: A state of the union report.
Gil Van Over, gvo3 & Associates
Compliance issues that F&I managers need to be aware of. c