You're invited to attend,THE ESSENTIALS OF F&I Course conducted by Cox Automotive University and sponsored by Warranty Solutions.
TOPICS:
Departmental financial analysis
Consumer credit and negative equity impacts
F&I product valuation
Penetration guides and forecasting
Messaging the value proposition
Accessory sales opportunitiesF&I menu evaluation
Gross and volume strategies
20-minute F&I transaction
F&I compliance laws and regulation
AUDIENCE:
F&I Managers, GSMs, and Sales Managers
DATES / LOCATION:
June 5-6, 2018
Cox Automotive Headquarters
Central Park
6205 Peachtree Dunwoody Road
Atlanta, GA 30328
Training Room: Atlanta 9 A & B
DURATION
Day 1: 8:30 a.m. - 5:00 p.m.Day 2: 8:30 a.m. - 4:00 p.m.
YOU’RE INVITED TO ATTEND
THE ESSENTIALS OF F&I
COURSE CONDUCTED BY COX AUTOMOTIVE UNIVERSITY AND SPONSORED BY WARRANTY SOLUTIONS
AUDIENCE
F&I Managers, GSMs, and Sales Managers
DATES / LOCATION
June 5 & 6, 2018
Cox Automotive Headquarters - Central Park 6205 Peachtree Dunwoody Road Atlanta, GA 30328
Training Room: Atlanta 9 A & B
DURATION Day 1: 8:30 a.m. – 5:00 p.m. Day 2: 8:30 a.m. – 4:00 p.m.
TOPICS
Departmentalfinancial analysis Consumercreditandnegative equity impacts F&Iproductvaluation Penetrationguidesandforecasting Messagingthevalueproposition Accessorysalesopportunities F&Imenuevaluation Grossandvolumestrategies 20-minuteF&Itransaction F&Icompliancelawsandregulation
WHAT TO BRING
SYNOPSIS
This course spotlights the F&I Department as being the customer experience bridge between Variable and Fixed Operations. The course begins with a financial analysis utilizing numbers from a dealership’s Financial Statement as well as standard dealership month-end reports. If participants are unable to bring a financial statement, a “What to Bring Sheet” will be provided to complete before class begins. The analysis will look at the F&I Department as a single profit center, as well as its impact on other departments affecting the dealership holistically.
Throughout the course, learners will develop solutions to F&I challenges. Some of the challenges that will be addressed are: The 20-minute F&I transaction, true F&I profitability, negative equity, digital retailing, selling F&I products online, focusing on the value proposition, offering accessories, proper menu selling, and more. The final critical thinking activity leverages newly acquired knowledge to conduct analysis of three different F&I Department examples with varied levels of sophistication.
LEARNING OBJECTIVES
• Assess the customer defection risks associated with structuring the transaction that will result in long-term negative equity.
• Recommendmoderntools,strategies,conceptsandtechniquesthatdriveresultsbyusing them in F&I presentations.
• DesignanactionplantoelevateF&Idepartmenttothenextlevelutilizingexistingskills. • Compare&contrasta“Front-End”drivendealershipversusa“Back-End”drivendealership. • Interpretthecauseandeffectofcurrentconsumerlendingnormsandemergingtrendsto
determine how dealers might mitigate threats to the future finance-ability of their customer
base. • DefinemodernpracticesandprocessesthatprogressiveF&IDepartmentsareutilizingto
address increasing customer demand for on-line services and shorter duration of the F&I
process. • Demonstrate how the modern revenue model in dealership new vehicle operations includes
a business case for leasing. • Align the ancillary product menu with the vision for the desired customer experience,
service retention and owner loyalty.
TO CLASS
• Calculator(calculatoronyour
• •
phone will work) F&I log from previous month Financial statement if possible
COX AUTOMOTIVE UNIVERSITY leverages Cox Automotive's comprehensive market presence, performance data, and industry insights to build educational offerings. Our goal is to help clients thrive in an ever-changing industry through building knowledge, capabilities, culture, and mindset necessary to succeed today and in the future. Our interactive curriculum and experiences are designed for roles within dealerships and for professionals within OEMs (e.g., dealer contact representatives) and allied-industry (e.g., Cox Automotive team members) who work to support retail automotive operations. The University is focused both on deepening expertise around effective automotive retail operations and the change- enablement capabilities required of leaders, managers, and individual contributors.
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