 F & I Education Track 
Program Schedule
Scroll Down for Workshop Description
Tuesday, October 5 - 4:00 - 5:15pm
Opening General Session, Former Interior Secretary Dirk
Kempthorne
Wednesday, October 6 - 8:45am - 5:45pm
8:45-10:00am - From Survive to Thrive in the F&I Office,
Greg Artman
10:15-11-30am - Innovative Training & Selling Solutions, Luis Garcia
(repeated)
11:30am-1:30pm - Visit with Exhibitors (Lunch Buffet Noon-1:00pm)
1:30-2:45pm - RV Retail Financing 2010-2011, panel of experts
3:00-4:15pm - Convert Cash Customers to Dealer Financing, Randy
Sobel
4:30-5:45pm - Non-Prime Financing in Today's Credit Market, John Haymond
(repeated)
Thursday, October 7 - 9:30am - 4:45pm
9:30-10:45 - Non-Prime Financing in Today's Credit Market, John
Haymond (repeat)
11:00am-12:15pm - Economic Destruction Requires F&I Reconstruction,
Lorraine Mariotti
12:15-2:00pm - Visit with Exhibitors (Lunch Buffet 12:15-1:15pm)
2:00-3:15pm - Second General Session: RV Market Outlook Panel
Discussion, panel of experts
3:30-4:45pm - Innovative Training & Selling Solutions, Luis Garcia
(repeat)
Friday, October 8 - 8:30 - 11:30am
Compliance Super Session, Rob Cohen, Esq. & Robert
Miller
*Schedule Subject to
Change*
In today's economic times, F & I is more important
than before. The workshops in the F & I Education
Track will provide highly qualified insight on how to
overcome these troubling economic issues, and to gain the
knowledge needed to succeed regardless of the economic
status.
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Non-Prime Financing in Today's Credit Market
John Haymond, Medallion Bank
Wednesday, October 6 from 4:30pm - 5:45pm, Brasilia 5
Thursday, October 7 from 9:30am - 10:45am (repeat), Brasilia
5
RV consumer finance will be covered in this workshop, and how dealers
can generate more sales by better understanding today's credit markets,
customer profiles, and financing resources available. Thus, enabling the
dealers to be more educated at selling and financing more units.
During this workshop, attendees will learn:
- How to increase your customer base;
- How to recognize your non-prime customer;
- Common decline reasons; and
- Documentation.
Click
Here to view handouts.
NEWThis
workshop will be repeated on Thursday, October 7 from 9:30am -
10:45am!
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Speaker Bio
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Second General Session: RV Market Outlook Panel
Discussion - All attendees welcome!
Moderator: Tom Walworth, Statistical Surveys, Inc.
Ron Fenech, Thor Industries, Inc.
Craig Kennison, CFA, Robert W. Baird, Inc.
Pete Lannon, GE Capital Commercial Distribution Finance
Thursday, October 7 from 2:00pm - 3:15pm
This state-of-the-industry review is a perennial favorite at the
annual RV Dealers International Convention/Expo. The RV industry’s
retail scorekeeper, Tom Walworth of Statistical Surveys, and a panel of
industry experts, will shed light on how the industry continues to
evolve to meet current economic challenges. Dealers attend this session
to learn what’s going on, what’s at risk, and the potential
impact on their dealerships.
During this workshop, attendees will learn:
- What can be done to minimize the risk factors with RV flooring for
manufacturers, floor plan lenders, and dealers;
- What’s predicted for the financial markets; and
- How to increase, manage, and protect the dealer’s bottom
line.
Click Here to view speaker bios.
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RV Retail Financing 2010-2011
Moderator: John Fulmer, Leisure Consulting
Mark Beecher, Bank of the West
John Haymond, Medallion Bank
NEWLenny Sims,
NADA Appraisal Guides & NADAguides.com
NEWGeorge Steinsky, RBC Financial Group
Wednesday, October 6 from 1:30pm -
2:45pm
Puzzled by the current retail lending environment? Retail
lending experts will offer their views on lenders' appetites and
level of interest going forward, the nature of various “buy
boxes”, credit score trends, book value trends, and other issues
emanating from the audience.
During this workshop, attendees will learn:
- Strategies to identify, establish, and maintain relationships with
retail lending partners;
- How and why the retail lending landscape is changing, and
what’s in store for the future; and
- How to better position your dealership to face today’s retail
lending realities.
Click
Here to view speaker bios.
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Convert Cash Customers to Dealer Financing
Randy Sobel, Sobel & Associates, Inc.
Wednesday, October 6 from 3:00pm - 4:15pm, Brasilia
5
As the economy has shifted, it is not that there are more cash buyers
in the market, rather there are fewer finance buyers. This lack of
captive payment buyers has not only affected our finance income, but our
aftermarket product sales that are tied to the consumer
financing.
This seminar will teach proven cash conversion techniques that will
re-open the finance department as a vital profit center. The
consumer must think it is their idea, as well as see the true benefits
in financing. This seminar will use banking principles that are
easy to teach, learn, and most importantly, implement for results
immediately!
During this workshop, attendees will learn:
- How to increase finance penetration;
- How to hold points, sell more AfterMarket, and maintain reserve;
and
- How to help customers make this their idea.
Click
Here to view handouts.
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Speaker
Bio
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Innovative Training & Selling Solutions
Luis Garcia, Safe-Guard Products International, LLC
Wednesday, October 6 from 10:15am - 11:30am
In the ever-changing RV sales environment, continuous training is key
to increasing sales and ensuring compliance. Now, with the pressure to
add more products and increase F & I profits on each transaction,
training is essential for RV dealership personnel to get behind the
products they offer and prepare to make the best presentation to their
customers.
This session will feature the four-step process of selling F & I
products: customer interview, set up menu with “You Told
Me’s”, present menu with downhill approach,
and overcome objections.
Upon completion of this workshop, participants will increase their
product penetration and profit per retail delivery as soon as they
return to their stores.
During this workshop, attendees will learn:
- How to understand why the interview is crucial to your success;
- How to review the best menu selling techniques; and
- How to overcome almost any objection.
Click
Here to view handouts.
NEWThis
workshop will be repeated on Thursday, October 7 from 3:30pm -
4:45pm!
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Speaker Bio
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Economic Destruction Requires F & I Reconstruction
Lorraine Mariotti, Priority One Financial Services
Thursday, October 7 from 11:00am - 12:15pm, Brasilia
5
It's a fact that F & I has radically changed in the last 18
months. Is your F & I department set up to meet the challenges in
this ever changing lending climate? Retail financing moves units.
Indirect retail financing can be the highest profit center in the
dealership. Dealers must dig in to uncover the areas they need to
improve and ensure that current processes are the most effective. In
this workshop, Lorraine will address the hard questions for hard
times. Dealers will learn how each aspect of the F & I operation
must be reviewed and analyzed for its effectiveness and impact on the
bottom line.
The real difference between savvy dealers who successfully manage
their F & I department and those who don’t - is that those
dealers understand that in order to do more than just survive, F & I
of today needs to change from F & I of
yesterday.
During this workshop, attendees will learn:
- How to determine your F & I department’s strengths &
weaknesses within the current lending landscape;
- How to measure the performance of your F & I department and
identify hidden roadblocks; and
- Effective solutions to tap into the full potential of your F
& I department.
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Speaker Bio
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Super Session:
Compliance
Friday, October 8 from 8:30am – 11:30am
(Three Hours!)
Dealerships are some of the most
regulated companies and the regulatory environment is only getting
worse. This three-hour super session will help dealers understand
existing, often overlooked compliance requirements, what they need to do
to stay in compliance, and how they tackle that challenge in a
cost-effective way.
Part
One: Compliance Update: Top Issues and Best
Practices, Rob Cohen, Auto Advisory Services, Inc. - The
session will provide a general compliance review with special attention
to the additional regulations coming effective in 2011. The focus has
been on staying in business, now the focus should be expanded to include
are you complaint, and does your staff know your policies and
procedures?
During Part One, attendees will
learn:
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How state and federal laws and
regulations affecting F & I are changing;
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What new theories plaintiffs’
lawyers are developing for use against dealers; and
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How to reduce your dealership’s
exposure to legal attacks.
Click
Here to view handouts for Part One.
Part Two:
Compliance Management: Leveraging Technology for Increased
Efficiency & Savings, Robert Miller, Compli -
This session will provide information on compliance management in the
dealership, as well as information on implementing good practices to
comply with the rules and regulations that are tightening belts at
the dealerships and to use technology to help your dealership.
During Part Two, attendees will
learn:
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How to use technology to help your
dealership;
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Best practices in compliance management;
and
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How the ‘tone at the top’ is
a critical component for compliance success.
Click
Here to view handouts for Part Two.
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Speaker Bio
Speaker Bio
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ESCs: Bringing Customers and Revenue Back
Rob Wing, Diversified Insurance Management, Inc.
Thursday, October 7 from 9:30am - 10:45am
The participants will leave with a better understanding of the role a
service department plays, when it comes to helping to pick and promote
service contracts. Also, communicating with the claims department, being
prepared, and cooperating to make the claims process smoother. Get paid
sooner, not later!
Note: Mr. Wing will provide additional
reference materials directly to workshop attendees.
During this workshop, attendees will learn:
- How to understand service contracts;
- Proper claims communication and cooperation;
- How to involve the service department in the due diligence of
selecting the service contract provider; and
- How to develop service drive sales of ESCs.
Click
Here to view handouts.
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Speaker Bio
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From Survive to Thrive in the F & I Office
Greg Artman, Diversified Insurance Management, Inc.
Wednesday, October 6 from 8:45am - 10:00am
We understand how an effective interview at the point of sale is more
important than ever; one that sets up product sales and structures the
deal, while it follows compliance guidelines.
Participants will walk away with the following tools in their
hands:
- An understanding of the foundation and building blocks for an
effective interview;
- Application of the effective interview process which is proven to
increase product sales;
- How to perform the necessary value-driven presentation to
communicate F & I related products and services to customers;
and
- A greater mastery of basic and advanced skills essential to
increasing profits through F & I related products and services.
Note: Mr. Artman does not provide handouts in
advance. He will provide handout materials only to
workshop attendees.
During this workshop, attendees will learn:
- An effective interview process;
- Value-driven presentations for building profits; and
- How to maximize profits in the F & I office.
Click
Here to preview handouts. Note: the
handouts on this listing are a preview only. See note
above.
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Speaker Bio
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A Complaint is a Gift: Learning to Listen, Learn From, and
Love Customer Feedback
Janelle Barlow, Ph.D., TMI US
Click Here for Video Preview
Thursday, October 7 from 9:30am - 10:45am
NOTE: This is an
exclusive, unrecorded engagement. This is your only opportunity to
glean Ms. Barlow’s expertise.
People say they value customer feedback, but the bottom line is that
customer complaints are not what most people consider to be the
highlight of their day. Yet, without this feedback we don't know what
kinds of needs or problems customers have with our products and
services. Without feedback, we can't manage negative customer reactions.
Instead, customer complaints are very likely to end up plastered all
over the web or talked about in private conversations. On a big sale
like an RV, most people ask other customers what experiences they have
had when purchasing. It's so much better for you to hear any negative
comments, rather than having people talk about your product when you
aren't there to defend yourself.
Note: Ms. Barlow does not provide handouts in
advance. She will distribute handouts to workshop attendees.
During this workshop, attendees will learn:
- Why negative feedback is quite rare and how you can get more
information from your customers;
- How to respond to complaints in a way that addresses your
customers' concerns while keeping you sane and calm; and
- How to build a complaint-friendly organization to maintain a robust
relationship with customers even when they face problems.
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Speaker Bio
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