2019-20 Workshops & Seminars for Automobile Dealerships

SuCCESSfuL TEAM MANAGEMENT Winning teams are made - they don't just happen

ADvANCED NEGOTIATION SKILLS Equip yourself with innovative negotiation strategies

to excel in sales

Thursday, June 4, 2020

DATE

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

Tuesday, June 23, 2020

DATE

TIME 10:00am - 4:00pm INSTRUCTOR Ken Carlson, F&I Resources

MEMBER FEE $120.00 NON-MEMBER $200.00

MEMBER FEE $175.00 NON-MEMBER $300.00

Learn effective leadership skills to inspire and influence your staff to achieve team goals.

Steer all customer negotiations toward a win-win outcome.

Learn strategies and facilitation techniques for building great teams and creating successful team dynamics. You will develop skills that enhance communication and trust, and align team members around shared goals so they can effectively plan, communicate, execute, and deliver. n How to deal with low performing individuals and teams n Key tips to turning around and building successful teams n Ideas about how to develop, coach, and motivate your team n Methods for setting goals, objectives and tracking performance Attendees will learn:

Today’s customers are more sophisticated and knowledgeable than ever; to reach successful outcomes with buyers, sales professionals must now be master negotiators. This class fo- cuses on the developing and strengthening of sales negotia- tion skills, while keeping in mind the need to maintain lasting, beneficial customer relationships.

Attendees will learn how to:

Build trust when negotiating

n

n Demonstrate how the deal math works to ease customer apprehensions n Remove barriers for effective communications n Plan for objections and prepare counter strategies

n How to develop winning team players

n Establish an honorable reputation

PROfITABILITY & COMPLIANCE IN f&I Essential knowledge every F&I Manager must master

Thursday, June 18, 2020

DATE

TIME 10:00am - 4:00pm INSTRUCTOR Judy Vann Karstadt, JV Solutions LLC

MEMBER FEE $175.00 NON-MEMBER $300.00

Learn to provide customers with a great experience through complete disclosure, integrity and a customer friendly f&I process. F&I profitability is a product of complete integrity. Customers buy from your dealership not only because you sell what they want, but because they trust you. Learn to handle every trans- action honestly and in total compliance with the law. n The complete array of consumer privacy and information security rules n The regulatory maze that surrounds disclosure requirements n The requirements on how to handle credit analyses n Proper techniques for presenting products and services n Best practices that contribute to a successful F&I operation Attendees will learn:

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