Your Votes Are In! And We Thank You...
Brown & Brown Dealer Services (BBDS), has once again been voted as a top provider in multiple categories of the annual Dealers' Choice Awards (DCAs). That could not have happened without your support, and continued trust in our organization to drive your performance. We appreciate everyone who took the time to vote and are honored to have been chosen by the industry, and you, as a valued partner.
F&I TRAINING - DIAMOND COMPLIANCE TRAINING - GOLD
SALES TRAINING - GOLD
F&I PRODUCT MARKETING - PLATINUM
For the seventeenth consecutive year, BBDS has been voted the Diamond award winner for “F&I Training," and for the seventh consecutive year, we have been voted a top award winner for “Compliance Training.” New for this year, we have also been recognized as a top provider in two additional categories; the Platinum Award for F&I Product Marketing, and the Gold Award in Sales Training.
“Considering the unique challenges faced over the past year plus and unprecedented market conditions, our commitment to Training has never been stronger,” says Randy Crisorio, President. “With boot camps, webinars and virtual training solidified in our industry, we have enhanced our deliverables to include more training offerings delivered in more convenient methods. Ensuring our Dealer Partners are equipped with the right products and the right processes to maximize results in a compliant, customer-first manner has always been, and will continue to be, our #1 priority,” adds Crisorio.
The DCA process itself began in 2005 and allows Dealers and dealership personnel across the U.S. to rate retail industry operatives of all kinds. BBDS is one of very few companies to be recognized every year.
Contact Your UDS/BBDS Representative For Details >>>
Show and Tell!
It would be an exception to find someone that is not familiar with “show and tell” from grade school.
Notice that it is show and tell; not just show or just tell.
People relate to multiple senses when making decisions so using both the visual-show and the auditory-tell and adding some tactile, can make your presentation more powerful and productive.
The limited use of ‘props’ in your presentation/objection response ties this concept together and can even draw another sense, touch, into the sales process giving you an edge in the closing effort. One F&I manager has a key with a replacement tag attached ($487.00) and an automatic drive motor for a mini-van ($1164.00) handy. He shows the customer the appropriate component, tells them about why they are so expensive and then hands it to his customer (touch/ownership) and asks, “When this component fails, would you rather pay to replace them yourself or have someone else bear the expense?” You know the answer to that rhetorical question. This works very effectively for environmental, a showroom car or the stain card and PDR, a dented can or another dented item. Tire and wheel protection as well with a jar of road debris.
The power of visuals dramatically improves your ability to bring “life” to the intangible products you are offering. This can be done in a number of ways, such as storytelling or taking the customer back to a real-life example of when a product could have been beneficial to them.
You should all have an evidence manual loaded with items that help bring the features and benefits of your protection products to life. Whether it be news articles, sample repair orders, industry data, and statistics or simple illustrations, these items can mean the difference between gaining commitment to purchase or not.
Take a tip from grade school and use “Show and Tell” in your next customer encounter and sell more protection options.
Contact Your UDS/BBDS Representative For Details >>>
The Integration of F&I and Sales
It is well understood that when dealership personnel act as a team the best results are achieved. The importance cannot be overstated, particularly when it comes to F&I and Sales. While we often view the two as separate departments, it can be said that they truly are one with F&I as possibly the most pivotal part of the sales team.
In order to maximize results in a dealership, F&I must take a proactive role in cultivating its working relationship with the sales department. There must be a coordinated effort in order to achieve mutual goals with regards to sales volume and profits. The first step in doing this is participation in ALL sales meetings. This is the perfect forum for discussing breakdowns in the sales process that might adversely affect deal performance, C.S.I. scores and ultimately, profits. Additionally, this is an ideal place for F&I to reinforce its position as an ally to the sales team and a motivator for better results. One thing to remember, always give a reason why certain things are important, as in “WIIFM” (What’s In It For Me), to be sure your points are taken seriously and put into practice.
To help you get started on your regular participation in Sales Meetings, here are some important topics that you can cover in your upcoming meetings.
- Proper F&I Turnover Techniques
- Customer Qualifying and Down Payments
- Quoting of Payments, Rates, and Terms
- Benefits of Controlled Financing
- Leasing
- F&I Product Benefits
Of course, there are plenty more. Take a minute and think about some recent frustrations you may have had with deals and build a list. Your UDS/BBDS Representative can also assist and would be happy to participate with you in the sales meetings.
Contact Your UDS/BBDS Representative For Details >>>
Upcoming Training Sessions
Webinar Series - The Communication GAP In F&I
Date/Time: Tuesday, September 14th - 12:15pm - 12:45pm (EST) - and - Wednesday, September 15th - 12:15pm - 12:45pm (EST)
Description:
In this webinar we will explore how to recognize different personality types and how to communicate effectively with each. We also share which words and phrases you want to include in your communication as well as those you should avoid.
Don't miss it - Click This Link To Register today!
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F&I Certification Class [UDS Training Center]
October 11-14, 2021 - Daytona Beach, FL December 6-9, 2021 - Clearwater, FL
This comprehensive certification course includes eleven modules important to the responsibilities and activity of a professional business manager. Become a certified F&I Professional. Enjoy the benefits for life!
For nearly 40 years, UDS has been a proven leader in F&I Training, having been voted top F&I Training Provider in the nation for the past 17 years.
Click Here For a Detailed Course Overview.
Click Here To Register On UDSTraining.com.
Not sure? Call John Tabar: (800) 282-1154 x5611
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