Performance Management Group

Services

F & I Training

INTRODUCTION: First impressions are essential. This segment concentrates on the proper introduction to the Business office.
ORGANIZATION: The Business office must be organized to be effective. We concentrate on simplicity.
Profit Trac ® -- a proprietary accountability system.
Assembly of an FYI book for all rates and premiums.
Use of a delivery log for scheduling.
AFTERSELL: To control chargebacks, aftersell must be a priority. Balanced selling is the only way to increase profits. We concentrate on menu presentation techniques and closing.
INTERNAL RELATIONSHIPS: The Business office must maintain a positive relationship with the administrative, sales and service staff. Communication is key. All departments must work for the common goal which is increased customer satisfaction and profits.
BANK RELATIONSHIPS: We concentrate on establishing a relationship with a primary lender. This results in a higher number of credit application approvals.
CREDIT UNION AND BANK CONVERSIONS: Conversions from credit unions and banks can be done if approached in the right manner. Rate is not always the most important issue.
CASH CONVERSIONS: This segment concentrates on options. There is value leaving your money in investments. We will point out some ways to present this in a non-confrontational manner.
INSTANT DELIVERIES: This segment will show you how to make this an exciting time for your customers; how to reduce your cancellations and increase your front and back end gross; and, the legal documents necessary to protect the dealership.
CREDIT APPLICATIONS: Credit applications make the difference in getting approval on marginal deals. We will discuss how to fill them out correctly and how to discuss sensitive information with your customers so you can deliver more cars.
CREDIT REPORTS: Here we concentrate on analyzing credit reports and how to use credit reports to get applications approved.
LEASING: Leasing is here to stay. Business managers must be fluent on leasing. There are profit centers in leasing to make up for lost finance opportunities.
INTERNET/PHONE: All customers will buy products if you present them. We will show you how to handle these situations.
CUSTOMER SATISFACTION INDEX: How to increase your CSI scores while your customer is taking delivery of their new car.

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