 |
| |
 | News
| |
| System Logins
| |
| Newsletter
| |
|
Testimonials: Automotive
Here are a few testimonials proving again that Ron Martin’s 2-day seminar is the most action packed, informative, results driven F&I seminar in the country.
Just wanted to thank you for more great information at this past seminar and write some comments about it and how my month finished out.
I just attending The Vision of F & I's trainning seminar for the 3rd time. Each time I've attended I've pick up more things to improve my F & I performance and each time my per unit average has gone up after attending. I first attended to learn the F and I proffession, then to become better at it and this last time I went to get to the next level, which is just what I did. This past month I had a per unti average of $611.87 before attending the seminar 18 days into the month. I then came back and averaged $1,028.93 per unit the rest on the month on almost twice as many units to finish with a $854.43 average for the month. What I was able to take from the seminar helped me fine tune my skills and gave me new ideas, solutions and renewed confidence to raise my overall F & I performance. I would recommend The Vision's seminar to anyone in the business, new or a 15 years veteran. I will continue to attend it each and every year.
Can't thank you enough Ron and just wanted to let you know.
Jason Kos
McNeill Chevy Pontiac Buick
The hybrid menu presentation is one of the best closes I’ve seen in my 12 years in the Finance and Insurance profession.
Doug Beutel
Luthers Toyota City
The flow of information was not overwhelming like most seminars can be. Ron was easy to follow along with and had wonderful ideas on how to generate more dollars and penetration to the finance bottom line. Love’d it!
Candice Howerton
Downtown Jaguar
I learned more in the first day than I did in a 2-day seminar by another well known trainer. Ron gives you a nuts and bolts presentation that you can take back to your dealership and put to use. Basic understanding, sound advice and actual techniques that will not only increase your income but change your relations with customers and dealership personnel.
Terry Cokeing
Honolulu, Hawaii
This was a great seminar! I really am coming away with a better knowledge of what customers are thinking and how to be prepared for them.
Chip Baker
Integrity Automotive
I’ve been in F&I and Car Sales for 13 years and have attended numerous seminars and training sessions. This seminar was different than any other. It addressed forward looking concerns in our industry and dealt with the changing attitude of our customers.
Kevin Hill
Vin Devers Dodge-Mercedes
Ron was upbeat, energetic and very educational. When I came back to my store, I couldn’t wait to get in front of a customer. Thank you, Ron!
Jason Voelck
Jack De Chevrolet
The next section is what an independent writer for the top F&I magazine in the country said!
F&I School Highlights $1,000-Per-Deal Goal
The 13 students in the F&I course had barely settled into their seats on a wintry morning last February when the instructor fired off a direct challenge: No class introductions, no outline of what the self-styled "seminar" would present, no "I’m so-and-so, the champion F&I manager who works for Van Tuyl or Bill Heard," no computers or video cameras.
None of that jazz. Just a straight-to-the-point challenge that any dealer boss of the F&I managers on hand would appreciate. You can do $1,000 F&I per retail unit – if you believe you can do it. You should tell your manager constantly that’s what you will do. F&I is all about reaching goals.
"Set the bars high and determine every single day that's what you’ll achieve. That’s what did it for Roger Bannister for the four-minute mile, Tiger Woods for all those golf titles, Hank Aaron for hitting 740 home runs."
By laying out what the business managers sitting around the U-shaped table in Detroit should aspire to achieve right off the top, Ron Martin got his two-day "Vision of F&I" course off to a lively start. The intent was twofold: To focus on personal incentives as a goal back in the F&I office, and to line every F&I subject to follow with the concept of helping to achieve that objective.
It was a marked departure from F&I classes that concentrate only on details of F&I projects and services, the how-to of closing and meeting objections, "role playing" sessions live or on video cameras set up nearby, and the stresses of dealing with adversarial salespersons.
Martin, based in Fort Wayne, Ind., certainly touches in detail on all the ingredients of an F&I sales package during his two-day sessions. Service contracts, credit insurance, GAP protection, aftermarket sales and the "hybrid menu" method of selling all get their time – but with a feel-good shoot-high message – called appropriately by the mentor just as it would be for an acting school or a tennis drill or a computer programmer’s course, "Preparing Yourself for Superior F&I Performance."
Martin, who honed his skills as an F&I trainer at the highly-regarded Western Diversified operation in Deerfield, Ill., firmly believes motivated F&I managers can attain maximum sales results day in and day out.
"Ron Martin is very inspirational," said student Vicki Rumbaugh, finance manager at Beckman Chevrolet-Cadillac-Oldsmobile, Defiance, Ohio. "You go back to the dealership with helpful points, but primed to aim as high as possible."
Using athletic analogies frequently (after all, the goal of any sport is to win), Martin compares the often edgy turnover process to "passing the baton on a track team." It should be smooth, and the F&I manager should be involved in every sales staff decision and meeting.
Martin agrees that the F&I job is the "toughest" in the dealership, not only because all the deals flow through the F&I office, but because of complex disclosure requirements, ever-changing incentive and lease payments, and "most importantly, the difficulty in managing time and appointment scheduling," he states with emphasis.
"That’s where fixed and written-down goals fit in," Martin declares. "First off, put the $1,000-per-deal goal down first. Set a deadline for reaching it – not in 30 days, but a near-term date. Be flexible. Develop a plan. Never forget customer satisfaction. Try to keep your sales force from even mentioning F&I, because you’ll always sell more F&I products and services than they will and the customers’ interest won’t be served when the salesmen mix into it."
Further, Martin urges the following: Read books by salespersons about selling techniques that work. F&I is a great spot to convey a positive message throughout the dealership, which can be done at sales meetings. "They’re selling against competitive vehicles, which can get negative. You’re selling needed products, like service contracts, GAP, credit life and health, maintenance – all positive. Plus, you’re selling your dealership as the best place to finance that new vehicle."
According to Martin, the soft-sell approach is proven the most effective in the F&I office, and that adds to the personal rewards you can take home day after day. "One of my favorite questions at the outset of an F&I sales session fits in with this approach. Not ‘How would you like to finance your new Blazer,’ but ‘Is getting the best possible financing important to you?’ That fits in with 100 percent CSI and all the rest of the items you’ll be presenting off the menus," says Martin.
Like the courses of other F&I trainers, Martin’s training is filled with specific advice on selling the various elements of the F&I package and meeting objections. "Objections are welcome as far as I’m concerned," he contends. "Objections show interest, and overcoming them in a non-controversial manner usually results in a sell."
With mostly Ohioans attending his Detroit classes, Martin notes that the Buckeye State’s insurance commission was cutting credit life rates 10 percent and credit health rates 18 percent effective April 1. "That’s a great selling point for a product being used more than ever," he said. "Case histories are everywhere providing great sales material, just as you can find on extended service contracts and GAP policies. Ask your insurance carriers for credit claim examples and your service managers for extended contract ROs."
Speaking of GAP, Martin called it the "fastest-growing product in the F&I field, as more and more damaged vehicles are being totaled. Most factory captives include GAP in their loan and lease contracts, but many don’t, do make sure your customers have it because they could need it."
As for service contracts, Martin offers a menu sales concept which he finds increases customers’ comfort level and, not incidentally, hits that $1,000 bull’s eye. Under this plan, a base extended service contract would cost out at $420; accident and health insurance, $440; and GAP, $140.
"The base contract, of course, could be widened; but it provides a security blanket beyond the factory warranty, plus road aid and trip interruption," Martin explained. "That leaves room for the credit insurance and GAP – and maybe, if the customer is shopping payments, leaves him or her enough cushion to buy Scotch guard, anti-theft or whatever."
"Encourage customers to choose off the menu," says Martin. "Choice makes folks comfortable – and they drive away in their new wheels feeling good about the deal, you and the dealership."
Back at LaRiche Chevrolet-Cadillac in Findlay, Ohio, veteran business manager Jim O’Donnell said the Martin course was "really useful in its focus on personal attitudes and customer satisfaction. I’m a journalism grad (University of Toledo), so I tend to be a questioner. But Ron is both knowledgeable and positive, which leaves you feeling highly motivated."
Mac Gordon
Writer for F&I Management and Technology Magazine
Outstanding! The most informative seminar I've ever attended. Nothing will come across as a canned word track using your method.
Kevin Williams
Zimbrick Automotive Group
Implementing Ron Martin's program moved u s from $500 per retail unit to $900- $1000.
Steve Rose
9 years Experience, Kokomo IN
The Vision of F&I Seminar is the best I've ever been to!
Mark Coratti
14 years experience, DeHaven Chevrolet, Fort Wayne, IN
Our F&I dollars went up to $300 per retail and CSI went from 3.5 to 3.7, 4.0 being a perfect score.
Tom Wood
17 years experience, Lariche Chevrolet, Findlay, OH
Enthusiasm! I really feel I can convey to my customers my enthusiasm for the products, that will increase my F&I numbers. Ron has also equipped me with the tools I'll need to become a better F&I manager. I am very excited to get the process in force in my dealership and report the results next month. I believe good things are to come.
Angela Commisso
Integrity Motors, Defiance, OH
In 22 years of automobile experience I have attended many seminars and training classes. Some of them have been conducted by the leading names in our industry. I have never before had the pleasure of attending one as well presented and worth while as Ron Martin's Vision of F&I.
Jim Rozek
Teledo, OH
I thought the seminar was straight to the point. Ron presented easy methods to increase F&I profits instantly. I expect my dollars per retail unit to go up by $200 per copy.
Stephen Hannah
Biker Bob’s Harley-Davidson/Buell
Taylor, MI
I found Ron to be an expert in field conducted training. I was able to use the material immediately and I was able to share it with other F&I Managers. I expect my dollars per retail unit to go up by $300 per copy.
Todd Szymanski
McNeill Chevrolet
Swanton, OH
I found that the seminar helped to build my confidence. I picked up many new tools and word tracks to use on a daily basis. I also enjoyed sharing experiences with other F&I Managers. I anticipate that my dollars per retail unit to go up by $200 per copy.
Brenda Wilson
Button Dodge
Kokomo, IN
| |
|
