F&I and the Business Office

F&I and the Business Office

The importance of profitability in the business office and today’s increasingly stringent legal climate require having the right F&I training and process for successful product sales.                                                                                                                                                                                                                                                                                                   

Y.E.S. F&I

This course is designed for business managers at every level and teaches The Academy’s highly effective Y.E.S. F&I process, providing a strategy centered around the science of the sale to influence decisions. During the 3.5-day workshop, students master skills through role-play and daily exams. They are encouraged to ask any and all questions in regards to the business office, furthering their growth in the position.

Course topics include:

  • Today’s business office, amidst change
  • The evolved customer: emotions, commitment, and ownership
  • Primary functions of the business manager
  • The Y.E.S. process and “creating the Y.E.S.”
  • S.T.A.C.K.E.D.
  • Manufacturer’s warranty overview
  • Customer-centric presentation
  • Objection handling via the S.L.I.D.E.R. technique
  • Payment relief strategies
  • RISC disclosure
  • Compliance awareness

New for 2017! We have added online components, via The Academy’s Virtual Training Network, to be completed before and after attending class. Registrants will be given access to the VTN QuickStart modules prior to class to ensure a foundation and understanding of basic product knowledge. Upon completing the course, they will have access to the VTN Power Boost, which is designed as follow-up to course curriculum and helps increase the student’s ability to follow and implement the Y.E.S. process.

The course boasts the following proven results:

  • Increased profitability
  • Reduced chargebacks
  • Documented increases in product sales up to 115%
  • Minimized transaction time
  • Improved CSI

Advanced F&I

This two-day workshop in The Academy* consists of a higher level of instruction for the proficient business manager. The course delves into the day-to-day operations of the finance department and focuses on competency. Directors and business managers alike will gain a balanced perspective on maintaining profitability, compliance, and increasing sales.

Course topics include:

  • Revisiting the Y.E.S. F&I process
  • The 4 C’s of Credit
  • Deal structure
  • Lender relationships/parameters
  • Rehashing lender approvals
  • Contracts in transit
  • Advanced menu presentation
  • Advanced objection handling
  • Compliance awareness

Attendees of this course can expect the following results:

  • Improved structure and lender relationships
  • Increased sales and F&I profitability
  • Effectively managed CIT
  • Practical compliance application

*A one-day, on-location Advanced F&I workshop is also available, focusing on departmental needs.

Hybrid F&I

As the industry’s most forward thinking sales and finance training available, we are proud to offer Hybrid F&I training for your dealership or dealer group. The idea of hybrid F&I is having a single person complete the entire transaction, from initial contact with the customer, through offering F&I products and delivering the vehicle. Hybrid F&I is not a cookie-cutter approach – we consult with you to determine whether a Hybrid F&I process would benefit your dealership or dealer group to maximize volume, product sales, and profitability, with an unmatched customer experience. For more information or to find out if this path is right for you, please contact Tony D directly at tonyd@theacademylive.com