2019-20 Workshops & Seminars for Automobile Dealerships

FEBRUARY 2020

DMv BILLERS’ WORKSHOP: PROCESSING OuT-Of-STATE TRANSACTIONS The essentials to becoming an efficient and effective Biller

MANAGE AND COACH BDC AGENTS fOR SuCCESS

Lead your BDC to deliver higher performance and better results

Wednesday, February 12, 2020

Wednesday, February 5, 2020

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TIME 10:00am - 4:00pm INSTRUCTOR Mark Rodriguez, Auto Client Care, Inc.

TIME 10:00am - 1:00pm INSTRUCTOR J ean Marie Rugg, General Manager, DMV-DIRECT

MEMBER FEE $175.00 NON-MEMBER $300.00

MEMBER FEE $120.00 NON-MEMBER $200.00

Learn to motivate BDC agents to increase appointments and raise customer satisfaction.

Learn complex registration and titling transactions that require in-depth expertise to properly complete.

This course will focus on the challenges and most common supervisory issues in today’s BDC and how supervisors can equip themselves with the knowledge to improve the effective- ness of team members, increase morale, and create a team environment that maximizes employee satisfaction, perform- ance, and retention. n How to identify the best attributes in BDC supervisors n The top 10 leadership traits and why they’re important n The most critical knowledge and skill areas for supervisors n Common errors supervisors make in managing BDC teams THE DIffERENT BuYER PERSONAS AND HOW TO SELL TO THEM Sales training has taught you many skills, however, it didn’t prepare you for the different personalities you will face Attendees will learn:

Learn how to handle the hurdles of an out-of-state vehicle deal, quickly and properly — from stocking to completing title and registration. Each attendee receives a complete reference manual to keep on file at their dealership.

Attendees will learn how to:

n Properly complete required forms for New Jersey, Connecticut, Pennsylvania, and Florida n Configure sales tax for each of the different states

Avoid application rejection

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n Handle the different types of transactions (lease vs. retail)

ADvANCED MANAGEMENT SKILLS AND TECHNIquES Develop proactive approaches to meet the complex challenges of your team

Thursday, February 6, 2020

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Thursday, February 13, 2020

TIME 10:00am - 1:00pm INSTRUCTOR Bill McAndrews, william D. McAndrews & Associates

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TIME 10:00am - 1:00pm INSTRUCTOR Kiki Orski, Peak Performance

MEMBER FEE $120.00 NON-MEMBER $200.00

MEMBER FEE $120.00 NON-MEMBER $200.00

Learn the actions that affect your efficiency, the team’s performance, and ultimately the dealership’s profitability.

To maximize your sales success, learn to adapt your tactics to different personality types.

This course is geared toward senior managers who want to gain the tools and ability to qualitatively improve the perform- ance of them and their team. You’ll learn key components of team dynamics and how individual goals, values, strengths, and weaknesses can affect your style of management in maximizing team performance.

Learn to understand the different personas customers have so you can adjust your approach, make quicker connections, and effectively sell to all personality types. This session includes an online “Sales Style Assessment” as required pre-work.

During this session, participants will learn to:

n Identify individual selling styles and how they impact sales n quickly recognize the “buying style” of their customer n Flex their own approach to dramatically increase the connections made with potential buyers n Adjust their selling technique to compliment the buying style of their prospective client

Attendees will learn how to:

n Lead versus manage to negotiate for win-win outcomes n Communicate with diverse team members effectively n understand and interpret emotions and body language

Solve problems creatively

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n Make sound decisions and effectively manage time

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C E N T E R F O R A u T O M O T I V E E D u C A T I O N & T R A I N I N G / w H I T E S T O N E , q u E E N S / G N Y A D A . C O M / E D u C A T I O N