2016 F&I Workshops and Presenters

NOTE:  Speakers and workshops subject to change.  RVDA will not be selling audio recordings of the sessions following the event due to a last minute cancellation by the vendor that provided this service in the past.

F&I Track



NEW! 
Tony Dupaquier

The Academy at Service Group

 

Harvey Fisher

Ally


 
Bob Harkins
American Guardian Group of Companies


NEW! 

Cory McGuire

Dale Carnegie Training® of Nevada










Rich Moore

Protective Asset Protection


NEW!

Shawn Moran

Brown and Brown Recreational Insurance

NEW!

Janet Scavo

Brown and Brown Recreational Insurance


NEW! 
Paul Sheldon

Protective Asset Protection

F&I Education Track

The F&I track will provide a variety of sessions that will help dealers maximize profits, while understanding the importance of ethics and customer satisfaction.

WEDNESDAY, NOVEMBER 9

Overcoming Objections: A Human Relations Approach to Selling

Wednesday, November 9
9:00 a.m. - 10:00 a.m.


Cory McGuire
Dale Carnegie Training® of Nevada


In any selling situation, it is likely that you will need to overcome a buyer’s obstacles before a buying decision is made. Often, the way we “handle” objections turns the buyer off. Resolving objections effectively is a process that involves careful, sensitive listening and positive, factual responses to a buyer’s concerns. Cory will explain the common types of buying objections and methods for overcoming them; examine the rational and emotional sides of objections, provide listening cues to identify buyer resistance, and tactics for lowering buyer pushback.

After attending this program, you will be able to:
  • Identify the common types of buying objections.
  • Use points of agreement to lower buying resistance.
  • Respond to objections with confidence.

The Art of a Successful Turnover

Wednesday, November 9
2:00 p.m. - 3:00 p.m.


Shawn Moran
Brown & Brown Recreational Insurance
Co-presented with Janet Scavo, Brown & Brown Recreational Insurance

This workshop will cover the transition from sales to the business office. You will learn techniques for setting the stage for a more profitable F&I experience. We will dive into the process that needs to be implemented to increase profits and customer retention. Remember, a smooth delivery process makes for a happier customer! By the end of this session, you will have gained a better understanding of how important it is for these two departments to work as one team.

After attending this program, you will be able to:
  • Implement usable skills to increase profit
  • Train your staff from both departments to work seamlessly together
  • Understand how profit and customer retention have an effect on your overall success in F&I

REALLY? Another Cash Deal? - How to Convince and Convert Your Cash Buyer to Finance With You!

Wednesday, November 9
3:15 p.m. - 4:15 p.m.


Richard Moore
Protective

Watch a video preview of this workshop


Cash deals can literally and mentally take an F&I manager out of the game. They can be a huge challenge if you're not prepared. In this workshop you will learn how you can identify if it is truly a cash sale. The three major things you must communicate to the buyer if you are going to do a successful cash conversion. How to present financing so that your customer truly understands the value of financing through your dealership.

After attending this program, you will be able to:
  • Present financing with the dealership as a viable alternative to paying cash
  • Identify the three things you must communicate effectively to the buyer if, you are going to convert a cash deal
  • Compare and contrast your financing to the customer if they are not really paying cash.

THURSDAY, NOVEMBER 10

F&I for the Millennial RV Customer

Thursday, November 10
9:00 a.m. - 10:00 a.m.


Tony Dupaquier
The Academy at Service Group

Learn proven techniques that coordinate the F&I and internet departments—and boost profits—including the best ways to conduct an online F&I transaction, present F&I products, offer payment relief and close today’s Millennial customer.

After attending this session, you will be able to:
  • Conduct an online F&I transaction efficiently
  • Provide an effective F&I product presentation 
  • Close more deals with Millennial RV customers.

Making F&I Convenient for Today's RV Customer

Thursday, November 10
10:15 a.m. - 11:15 a.m.


Tony Dupaquier
The Academy at Service Group

Today’s RV customer is conducting more self-education research and wanting a more convenient buying experience. This session will focus on what RV dealerships can do on their own websites to allow customers to educate themselves on F&I products and how to complete the F&I transaction online as well as alternatives to the traditional F&I office. During this session you will learn how to use your current dealership technology to engage customers and offer F&I products to them. You will also leave the session understanding when a hybrid F&I process would benefit the customer and the dealership.

After attending this program, you will be able to:
  • Use strategies for the dealership’s website that will increase F&I product sales
  • Direct the customer to F&I product information
  • Safeguard the dealership with online transactions. 

Why F&I Managers Fail at Handling Objections and How You Can Fix That

Thursday, November 10
2:00 p.m. - 3:00 p.m.


Rich Moore
Protective

Check out a video preview provided by Rich Moore

Join Rich Moore in this informative session as he shows you the seven steps to overcoming objections you receive daily. Attendees will learn three main reasons why objections occur in the first place, why you need to follow a proven technique for handling objections, and what to do the minute you get the objection. Rich will also discuss how to create value vs. cost.

After attending this session, attendees will be able to:
  • Implement a specific process for handling objections
  • Identify and understand the true objection and how to overcome it
  • Utilize specific techniques to handle the three most common F&I objections.
 

Selling After the Sale

Thursday, November 10
3:15 p.m. - 4:15 p.m.


Harvey Fisher
Ally

The job is not always done when the RV goes over the curb. Is it fully fueled for a successful trip? Join us to discover opportunities for selling after the sale products that can enhance customer satisfaction & potential returned trips to your dealership.

After attending this program, you will be able to:
  • Discover additional ways to present and sell F&I products
  • Increase awareness of sales opportunities 
  • Learn ways to broaden the focus of your sales process



Mastering the Menu: Professional Selling Skills That Will Improve Your Profit, Compliance and Customer Satisfaction In the Finance Office

Thursday, November 10
4:30 p.m. - 5:30 p.m.


Paul Sheldon
Protective

Watch this session's preview video


Menu selling done right is a tremendous opportunity to improve your profitability, and enhance your customer’s overall purchase and ownership experience. In this seminar, you will learn how to implement a menu selling system, use presentation methods specifically designed for today’s well informed customer, and three keys to unlocking the full potential of your F&I department.
              
After attending this session, attendees will be able to:
  • Implement a menu selling system in the dealership that enhances both the customer's buying experience and the dealership's profitability
  • Understand which presentation methods work and which ones don’t with today’s customers
  • Utilize menu selling to improve dealership compliance with the new updated guidelines.

FRIDAY, NOVEMBER 11

Compliance and Ethics: F&I and the Law

Friday, November 11
8:00 a.m. - 9:00 a.m.


Bob Harkins
American Guardian Group of Companies

Law, selling with integrity and the need for every dealership to develop a CMS or compliance management system. Are you compliant? During the workshop, participants will learn a 10-step check list for creating a compliance process and compliance management system. Attendees will learn that developing compliance and F&I best practices will increase revenue while also maintaining good customer relations and sound business practices.

After attending this program, you will be able to:
  • Identify the Seven Deadly Sins of F & I
  • Describe the importance of compliance with the Truth in Lending Act when disclosing
  • Develop a dealership compliance culture at your dealership.

Compliance: The Current Legal Landscape and How it Applies to You

Friday, November 11
9:15 a.m. - 10:15 a.m.


Harvey Fisher
Ally

Keeping up with current trends in the compliance arena is quite a challenge. As the rules of the road change, it is necessary to actively manage risk for your dealership from advertising to customer delivery and beyond. We will be discussing the content in the general flow of how a customer would interact with you to purchase an RV. For example, we will talk about advertising, then sales, then F&I, etc.

After attending this program, you will be able to:
  • Understand the components of deception in UDAP and how they relate to dealership advertising
  • Recognize how ECOA and GLB impact your business
  • Analyze dealership processes to determine if they comply with UDAP, ECOA and GLB
  • Identify topics that are high on the compliance radar this very moment.