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As a Training and Development Company, the cornerstone of our business is training. In fact, UDS has been named the top F&I Trainer in the nation for the past six years! We not only provide our clients with world-class products and services, we train and educate our client's staff on maximizing every opportunity presented.
UDS Training aims to synergize in-house efforts with those Development efforts in the field in order to maximize efficiency, productivity, and most importantly...profits.
Training initiatives at UDS are headed by Gerry Gould, Director of Training, who brings nearly 15 years of dealership staff training experience. It is that real-world experience and success that Gerry is able to translate into knowledge and confidence among dealership staffers, bringing immediate results in the form of more sales and more profits.
In addition to training F&I, Sales, and Sales Management personnel, Gerry has also contributed in the following ways throughout the industry:
- Facilitator of numerous F&I Workshops nationwide
- Guest speaker at various 20-Group and Dealer Association meetings
- Published author in many major trade publications
- Nearly 15 Years of organized training experience
In addition to formal training workshops, our Partners also receive:
- Phone coaching and follow-up
- In-dealership training and support
- Access to 'Partners Only' Section
- Daily/Monthly reports analyzed by trainer
- Training of other dealership personnel in F&I related matters
- Complimentary access to webinars
UDS training consists of, but is not limited to, workshops held at our home-office training center in Clearwater, FL, as well as workshops held throughout our markets and beyond. Additionally, we offer the UDS Webinar Series - covering all of the sessions below and more in 60 minutes or less direct to your computer screen. Our clients have open access to all events scheduled. Below is a current menu of courses currently being scheduled. This is subject to change as market needs vary.
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>> PRIMARY TRAINING MODULES |
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Did you know a customer will buy more than we could ever sell them? UDS has authored AutoMenuŽ, the Ultimate Selling System. Learn all the in's and out's of menu selling. We will share techniques that eliminate most objections before they occur. It's everything to everybody every time, but there's more. How to properly set up the menu for maximum success is key. Have you ever wondered how to get that extra product into the F&I Office? We'll show you how.
"AutoMenuŽ is the most advanced F&I Menu selling system in place in our industry today. It is up front, non-confrontational and designed to easily present every product to every customer, every time. Consumers will buy much more than we could ever hope to sell them."
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"I'm only going to keep this car for two years, why would I need a Service Contract?" Obviously, this is the worst of the worst. We will share some verbiage that will make this objection virtually go away. It's control that gets deals closed and products sold. We will show you how to be in control during the sales process, without being controlling. Finally, we will demonstrate a method that will allow you to ask for the business every time you respond to a customer's concern. If you don't ask, you won't get!
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This workshop will address all the preliminary aspects of being an effective and efficient Business Manager, prior to visiting with the customer. We will demonstrate techniques that will make your salespeople care about the quality of their paperwork, a proper Turnover at point of sale, and the benefits of the products we offer to them and their customers. How the Business Office is set up has a greater impact than you think. We will show you how to create the Banker Image in your dealership for optimum professionalism and success.
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In this session, we will not only lay down the guidelines for proper bank/lender relationships, we will discuss how and when to create them. Negotiating a deal with an analyst is primarily based on experience. We will share the do's and don'ts of proper bank negotiations with you. Of course, we'll discuss several options when it comes to conversions. Learn an insider's secret the banks don't want you to know. Finally, the Secret Ingredient to 3-5 more conventional approvals per month. Are you getting tired of turning all those marginal customers to Special Finance? We'll show you how to keep them.
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Knowledge creates confidence, which creates enthusiasm...and enthusiasm sells. We will give you the knowledge to create that confidence. The time and mileage provision on the service contract you offer the customer does have an impact on their decision. Why are our insurance penetrations so low? We'll tell you how to cure the problem. We'll cover this and a lot more.
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How much is too much? We will demonstrate techniques and verbiages that will eliminate these types of concerns. In order to sell, we've been told, you must "create a need". This workshop shows you not only how to create the need, but fill it in a positive and upfront manner. Important aftermarket profits derived from GAP, Anti-Theft, Tire & Wheel Protection, Prepaid Maintenance, Paint Protection, and Paintless Dent Repair are addressed.
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These are invitation only events held to discuss what you want to talk about. The attendees are polled for their input on the agenda and material prepared exclusively for that group. Attendees are encouraged to be open and actively participate. This is some of the best "stuff" we do. You might just leave with a new lender in hand or an idea that will sell five more service contracts next month.
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>> F&I CERTIFICATION PROGRAMS |
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This is a comprehensive five (5) day certification session which presents a complete F&I foundation for those new to the business. It includes a dozen areas important to the responsibilities and activity of a professional F&I manager. They include:
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- Management / Administration
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- Selling Maneuvers / AutoMenuŽ
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This session seeks to create a stream of qualified F&I professionals, knowledgeable dealership management, and dealers of the future. As part of our overall development plan, it also serves experienced individuals that may find advantage from revisiting the fundamentals in pursuit of enhanced performance.
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For many, the transition to F&I menu selling is a difficult road as many years of contrary practice overpowers change. Today's retail automotive environment mandates the commitment and discipline required to carry out a uniform consumer representation of dealers F&I products and programs. Dealers throughout America recognize this need without option. To ensure compliance, UDS has developed the AutoMenuŽ Certification Program, which tests F&I participants two ways. First, a written exam is given to test the trainees level of AutoMenuŽ knowledge and secondly a video examination of delivery skills and verbiage. The stringent requirements that make up this certification program are mandated as part of our commitment to our Dealer Clients. Therefore, they know the in's and out's of the AutoMenuŽ Selling System and can recite it verbatim in a number of given scenarios. Successfully completing this program, the Business Manager will then be deemed 'Certified', having taken the initiative to learn the presentation.
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Many times a Dealer Principal doesn't know how things are done in F&I because they don't want to know. We will discuss all the temptations that Business Managers face everyday and how to overcome them. Compliance and Disclosure are big words in our industry today that were created by us. Let us show you how to sleep better at night, greatly reduce chargebacks, and enhance your C.S.I. scores. We will share some horror stories and give credit where credit is due. Learn about the free resources we have to keep ourselves up to date and knowledgeable about the changing world of Finance. Every professional Business Manager should attend this workshop.
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>> SALES MANAGEMENT WORKSHOPS |
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A UDS exclusive program, this serves as a 20-Group style forum designed to educate and discuss real world issues facing your Sales Managers, while conveying effective techniques that will give you desired results. The format allows for an open sharing of attendee ideas, ultimately identifying resolutions that will bring an immediate impact back to your store by way of increased sales, revenue, and CSI.
Some topics slated for discussion are as follows:
- Proper follow-up procedures for prospects
- Desking techniques for profit
- Interviewing and hiring effectively
- Telephone skills for your sales staff
- Merchandising your sales floor
- F&I Turnover policy
- In Dealership Training schedules
- Scheduling for success
The forum will be held from 9am to noon. The first 2 hours will be a training session and the last hour will be an idea sharing round table. Let your manager bring a specific challenge you are having on your sales floor, we will collect those challenges and the group will discuss solutions in an open and autonomous venue. The participants are limited.
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This course provides your Management team the tools and knowledge to effectively train your sales staff. The attendees will learn how to accommodate different learning styles, and how to construct an ongoing training process that delivers results. The curriculum will teach your Mangers the how, where, what, how and when associated with in-dealership training.
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We will discuss all the temptations that Sales Managers face everyday and how to overcome them. Compliance and Disclosure are big words in our industry today that were created by us. Let us show you how to sleep better at night, greatly reduce chargebacks, and enhance your C.S.I. scores. We will share some horror stories and give credit where credit is due. Learn about the free resources we have to keep your staff up to date and knowledgeable about the always-changing automotive sales process. Every professional Sales Manager should attend this workshop.
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>> SALES CONSULTANT TRAINING |
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A major concern in our industry today is the ability to staff our sales floor with qualified, professional Sales Consultants that can not only sell cars, but who can create and maintain the image we strive to achieve. It seems that only 10 - 20 percent of the people we bring into our business stay around for more than six months. The main reason for this is simple - We NEVER give them an opportunity to be successful. Most dealerships rely on our Sales Managers to train and develop these people. The problem here is two fold: First, our Sales Managers are not trainers. Secondly, they do not have the time to be trainers. Many ask their 'green-peas' to watch product videos until their eye's bleed and try to teach them sales skills 'on-the-fly'. The solution is here in UDS SalesPro(TM), where Sales Consultants are trained on two key areas of their job.
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1. How to properly greet a customer immediately upon their arrival with professional verbiage that will greatly reduce the "I'm just looking!" syndrome.
2. How to get the customer to buy in to them as an individual, rather than someone who is trying to get into their pocket.
3. How to select the proper vehicle the customer will buy, not what they are telling you they will buy.
4. Walk around presentation skills that will be based on the customers 'hot-buttons' rather than a formal 'start here and end here' system.
5. How to get more, and more effective, demonstration drives.
- Who drives first?
- Who picks the route?
- Who goes along for the ride?
- How long should it take?
6. A service walk...EVERY TIME!
7. They will learn smooth transitions as they proceed through the sale. Creating a process that will virtually eliminate shortcuts in the sales process.
8. They will learn a structure that allows them to overcome the customer's objections with logical and intelligent responses.
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1. Too many Sales Consultants believe that they can make a living in today's automotive market off showroom traffic. We teach the 'who, how, and when' of successful PROSPECTING.
2. The best opportunity your dealership has to sell a car today is with those who call your store for information. Studies have shown they are the most ready to buy. Most Consultants' PHONE SKILLS are pathetic, giving the customer all they want and getting nothing in return. We supply the verbiage that delineates your people from the others. This makes the customer want to come in while feeling no pressure.
3. There are only two ways for a Consultant to sell more cars. Talk to more people or get more effective with those whom he/she is talking to now. Proper GOAL SETTING is essential in developing good work habits. We work with the action plan. The goal is only the destination.
4. Imagine the time that is wasted by your people leaning on the vehicle in the showroom talking about how bad it is and who's fault it is. In our TIME MANAGEMENT section, we discuss the proper use of discretionary time vs. non-discretionary time. We say, "Plan For Success."
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