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

There are online components included with the course, 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

The Academy has partnered with AFIP to create a full advanced F&I workshop that includes all the knowledge necessary to become AFIP certified. This unique workshop provides advanced F&I techniques that build upon the principles taught in the Y.E.S F&I course, while also teaching the practical applications of the legal requirements in the F&I office. The result is a fully AFIP certified business manager and more profitable business office.

Course topics include:

  • Revisiting the Y.E.S. F&I process
  • The 4 Cs 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

*The format is designed as a two-day workshop. However, 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

F&I and the Desk

This half-day, in-dealership workshop is designed to help sales and F&I managers have better engagement in the dealership. Personnel in both positions have defined roles in the process of securing approvals on every customer.

Course topics include:

  • How to read credit
  • Deal structure
  • Submitting to finance companies
  • Working the deal effectively
  • Top questions to ask before working a deal
  • Customer presentation of numbers
  • Benefits of leasing
  • Responsibilities of the business office
  • Compliance and misnomers

The course produces the following results:

  • Increased sales and F&I profitability
  • Increased front-end gross profit
  • Improved team cohesiveness