(ACTS) dealer trainer and consultant Gary Dirstine will customize a variety of sessions based on what the dealer is looking for or needs to increase incremental sales opportunities. The focus is sub-prime and can involve Sales Management, F&I Management, Sales staff, Billing or Office Management. (ACTS) offers standard sessions as outlined below, but will create a specific session as requested by the dealer client. The Sub-prime Management Training Session (Autocredit101) is the introductory or foundation session and should always be the first session presented to dealer managers. This session creates immediate lift in volume and (PVR) and involves several areas that will increase a dealer’s retail sub-prime business. A description of a few of our most requested sessions are as follows;
Advanced Consumer Credit Management Training (Autocredit101):
This is considered our foundation session and is directed or presented to all sales management members including; Sales Managers, Assistant Sales Managers, F&I Managers and Directors, Senior Sales Associates and Billing or Office Managers. This session runs over the course of (3) days. Dealer attendee(s) are divided into (2) groups for this training. This allows the dealership to train half the staff while the other half handles the daily business and operations at the dealership. Sessions are presented in alternating days to complete each session with (2) full day sessions and (1) day of half day sessions. The fourth day is provided to apply the material learned to live situations while working on-site at the dealership with the attendees.
Autocredit101 has been a featured workshop at the NADA National Convention as well as numerous industry conventions, finance and lender summits, dealer (20) meetings.
Autocredit101 V2019-1-The most comprehensive consumer credit & subprime lender training in our industry and includes;
A Deep Dive into Sub-prime consumer credit, credit bureau training, credit bureau attributes & weighting, (4) Credit Profiles & their respective “Median Loan Characteristics”,(Creating a Benchmark; Draw = Advance & Rate?) Specific Lender programs, standard lending policies & guidelines, Compliant processes, disclosures & Industry “Best Practices”, streamlining workflow, transparent early subprime identification, Consistent Marketing strategies, (ACTS) Profile & Lender Guide (Under US Copyright), Bankruptcy, Public Access to the Courts Electronic Records (P.A.C.E.R.), Credit applications, understanding LexisNexis & its relevance to the auto industry, ACTS Conceptual interview and its benefits, Inventory pricing (with Sub-prime velocity)=Low investment, High Turn Rate, Finance Products Per Vehicle Retail (PPVR)
Performance Audit & Review
Once the initial Autocredit101 training and consultative session is completed, our (90) Day Performance Audit & Analysis provides a complete follow-up to the initial program reviewing the results of the training, providing any necessary or requested additional management training. During this visit a one on one review is completed with all attendee(s) of the Autocredit101 training, with follow-up of all lender programs, subprime sales performance and any required or remaining functions needed to obtain and sustain efficient subprime business workflow.
- Management review of the audit results and suggested session material
- Multiple small sessions to discuss the current Sub-prime business, results and material
- Wrap-up of additional lender programs and guidelines
- Review of advertising campaigns and results
- Time measurements of a Sub-prime deal
(ACTS) Sales A.I.D.
This session is designed for sales personnel with an educational focus on how to correctly handle sub-prime retail opportunities. Session content and training will provide your sales staff with an advanced understanding of subprime opportunities and how to correctly handle customer questions and vehicle selection. So many sub-prime opportunities walk into dealerships and leave without ever giving the sales manager or management a chance to make a sale because the customer was not handled correctly. The material within this session includes:
Advantages of executing Sub-prime business to salespeople and the dealership
- The Sub-prime market and trends
- Credit situations all have solutions
- Common lender programs and advantages
- Keywords, verbiage and material
- Sub-prime tools, techniques and understanding
- Applications, LexisNexis how to validate information
- Importance of an interview
- Time of the transaction to delivery