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The College of Automotive Management realizes
that the nature of the industry precludes dealerships from sending
their key personnel to our comprehensive four-week F&I Management
Program – that’s too much time away from the store. Consequently, the
College has developed a number of shorter courses which range from
processes specifically designed to encourage promotion from within or
for F&I Managers with less than six months experience, to our “Ultima”
seminars, reserved for experienced F&I. By picking and choosing
selected days from our four-week F&I Management Program menu,
dealerships can also devise their own custom-training course.
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"Ultima" F&I Days
(Experienced F&I Only)
This is
a 14-hour program broken up into two seven-hour days, 30 days apart.
Spend a day in Southern California learning and practicing the best
F&I sales procedures for menu and package selling and become an expert
at controlling customer objections. Return to your store after day
one, using your new knowledge and motivation to increase your per-car
average. Then, for your own benefit -- not your manager’s report book
-- you will be given the tools to analyze your strengths and
weaknesses in preparation for day two, 30 days later. At that time,
students will bring back their own self-analysis and focus on their
area of need to maximize their own talents and skills. If you are a
$1,200 per-car person doing $800 per car, find out why and get the
support you need to fix it. This is a training program that guarantees
measurable results. It is a must for anyone serious about their craft,
in a rut, or facing burnout. BONUS: Every attendee will be provided
with the latest legal compliance rules for F&I and administrative
procedures that help guarantee perfect paperwork every time.
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One-Day Legal
Compliance Seminar
8:30
a.m.-5:30 p.m.
Eight
hours of instruction including Truth in Lending, Single Document Rule,
Spanish language contracts, Equal Credit Opportunity Act, Magnussen
Moss Act, IRS cash reporting rules, DMV & taxes, contract and forms
disclosures, ethics.
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Three-Day F&I
Advantage Seminar Programs
8:30
a.m.-5:30 p.m.
Twenty-four hours of instruction including CSI, mental preparation,
product knowledge (features and benefits), benefit selling with menu
and package methods, F&I procedures before the sale--
administration/verifications, contract disclosures, objection handling
("I can't afford it" and "I'll take my chances"), extensive role
play-critique and videotape.
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One-Week Subprime Program
Mon-Fri, 8:30 a.m.-5:30 p.m.
Forty
hours of instruction including subprime finance company guidelines,
definitions, terms, payment ratio calcs, budget calcs, advance calcs,
maximizing profit and advances, Experian, Equifax, Transunion, Credco,
BK terms, negative credit considerations, pay stub interpretations and
calcs of gross and net by lender, phony pay stubs and customer fraud,
skip hazards, inventory selection, phone skills, application
submittal, disclosure and pricing laws, dealing with lenders, funding
and heat sheet management, Advent F&I software system training, and 40
practice deals with stips.
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Two-Week Internet Training
Program
Mon-Fri, 8:30 a.m.-5:30 p.m.
Eighty-three
hours of instruction including Internet manager job description,
Internet lead management systems, Internet lead providers, Internet
lead processing/follow up, phone skill and appointment bookings,
selling the appointment, vehicle selling procedures, F&I products, DMV
forms, contract disclosures, Advent F&I software training system, and
navigation of more than 20 sites customers use to gain information.
Graduates earn eight Educational Credit Units toward any of
Northwood University's
degree programs.
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Four-Week F&I Management
Program
Four
weeks of comprehensive F&I management training.
Mon-Fri,
8:30 a.m.-5:30 p.m.
A full
163 hours of instruction which includes F&I policies and job
descriptions, leasing and Regulation M, interest calculations for
simple interest and Rule of 78's, full legal compliance, computer
training, Experian, Equifax, TransUnion, Credco, deal structuring,
debt ratio calcs, interpreting pay stubs, subprime financing, customer
fraud, F&I products, contract disclosures, DMV forms, package and menu
presentations, lender relations, cash flow, Advent F&I software system
training, and CSI. Lifetime placement assistance offered. Graduates
earn 16 Educational Credit Units toward any of
Northwood University's degree programs.
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