George Angus President/Director of Training Research and Training

Producing Top F&I Dealerships Constant tracking, analysis, and improvement using a consistent, repeatable process. Research and Training

Measuring F&I Performance Measuring F&I Performance Cumulative Scoring or “The Cume” Income per retail unit delivered Product Penetration % % of Chargebacks Balance of Income Sales Satisfaction Scoring Best Possible Score: 1000 Research and Training

How Does Your Dealership Rank? How Does Your Dealership Rank? Cumulative Scoring or “The Cume” Scoring Out of A Possible 1000 (Not to be confused with income per unit) Top Performers % Above Average % Average % Below Average % Poor % Research and Training

The Role of The Agent Training Tracking and Reporting Product Mix Agent as Lobbyist Support Research and Training

Income Distribution & PRU$ Below Average Group “Cume” Avg Income Per Retail Avg. $529 Above Average Group “Cume” Avg Income Per Retail Avg. $1287 Traits The Top F&I Dealerships Have In Common

A consistent, repeatable process. Research and Training Traits The Top F&I Dealerships Have In Common Traits The Top F&I Dealerships Have In Common

Elements Of A Successful Process Elements Of A Successful Process 1.It Must Be Easy Enough To Do Comfortably Research and Training

Elements Of A Successful Process Elements Of A Successful Process 1.It Must Be Easy To Do Every Time 2.It Creates Credibility Research and Training

Elements Of A Successful Process Credibility Research and Training Credibility vs. “Rapport”

Elements Of A Successful Process Credibility Research and Training Credibility vs. “Rapport” “Rapport” = Sales Resistance

Elements Of A Successful Process Credibility Research and Training Credibility vs. “Rapport” “Rapport” = Sales Resistance Credibility= $

Elements Of A Successful Process How Do We Create Credibility? Research and Training

Elements Of A Successful Process How Do We Create Credibility? Research and Training Up Front, Full Disclosure

Elements Of A Successful Process How Do We Create Credibility? Research and Training Up Front, Full Disclosure Honesty As A Strategy

Elements Of A Successful Process Elements Of A Successful Process 1.It Must Be Easy To Do Every Time 2.It Creates Credibility 3.It Must Be Simple For Both The F&I Manager And The Customer. Research and Training

“Wouldn’t it be nice, for just a few dollars per month, to have, in the event of your untimely death, a free and clear title and ownership transferred to your loved ones or next of kin with just a simple signature at the Motor Vehicle Department?” Huh? Research and Training

Elements Of A Successful Process Elements Of A Successful Process 1.It Must Be Easy To Do Every Time 2.It Creates Credibility 3.It Must Be Simple For Both The F&I Manager And The Customer. 4.It Must Be Fast. Research and Training

The Myth of the Feature/Benefit Presentation In The F&I Process Conventional Wisdom, (circa 1979) “If you are strong enough in your presentation to create enough value in the customers mind, they will buy all of your products” Research and Training

The Myth of the Feature/Benefit Presentation In The F&I Process “If you are strong enough in your presentation to create enough value in the customers mind, they will buy all of your products” Average Presentation Time (average as taught by three conventional F&I schools) Finance Conversion (cash, bank, credit union) 9 minutes Credit Life 2 minutes A&H or Disability 3 minutes Service Contract 8 minutes Chemical, Theft, etc. 6 minutes Total 28 minutes Research and Training

Psycho-Neuro response Research and Training

The Time Element The Time Element The 4 ½ To 7 Minute Rule Research and Training

Elements Of A Successful Process Elements Of A Successful Process 1.It Must Be Easy To Do Every Time 2.It Creates Credibility 3.It Must Be Simple For Both The F&I Manager And The Customer. 4.It Must Be Fast. 5.All Products Are Presented, Every Time.

Income Distribution & PRU$ “The less you care about which products they buy, the more you’re going to sell”.

Elements Of A Successful Process Elements Of A Successful Process 1.It Must Be Easy To Do Every Time 2.It Creates Credibility 3.It Must Be Simple For Both The F&I Manager And The Customer. 4.It Must Be Fast. 5.All Of The Products Are Presented, Every Time. 6.Separation of Tangibles and Intangibles Research and Training

Intangibles As Assumptive Products vs. Low Cost Tangibles As Upsell Products. Assume/Intangibles  Life Disability  GAP  Service Contract  ID Theft Upsell/Tangibles  Chemicals  Theft Deterrents  Tire and Wheel  Accessories

Separating Tangibles & Intangibles 1989 Original Menu Concept

Separating Tangibles & Intangibles ’s

Separating Tangibles & Intangibles

Separating Tangibles & Intangibles Column Menu With Tangibles And Intangibles Separated

Separating Tangibles & Intangibles Team One Package Option ™ Process

Two Keys To Selling Tangibles 1.Package Discounts

Two Keys To Selling Tangibles 1.Package Discounts 2.Quote the monthly “bump” not the total payment.

Two Keys To Selling Tangibles 1.Package Discounts 2.Quote the monthly “bump” not the total payment.

Getting The Money Get enough lenders to get every possible deal bought. www. subprimenews.com/downloads/lender-directory.pdf Downloadable PDF List at: State by state listing at:

Contact Information Team One Research and Training Website: George Angus Research and Training