Team One/Summit Systems Finance and Insurance Masters Program

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1 Team One/Summit Systems Finance and Insurance Masters Program Thank You for your inquiry regarding the Team One/Summit Systems Masters program We are confident that this will be the most productive training time you have spent in your automotive career. Our program is designed to deal with the real life challenges of the Finance and Insurance department in our rapidly changing industry. This program will deal with the reality of today's customer attitudes, not a bunch of fluff or theory. We will be dealing in an honest and realistic way with the challenges faced by you every day. We have spent the last several years studying the techniques and methods of the top producing F&I departments in the nation. This program will share those ideas and approaches with you plus, provide an interactive environment that allows you to master these skills and share ideas with other managers from around the country who are dealing with those same issues. Be sure to go to our website at for more information and hundreds of dealer and manager reviews. Core Objective: Maximize income production, product sales, and customer satisfaction in retail automobile dealership Finance and Insurance departments. This will be accomplished by employing proven methods and techniques developed by the top F&I and Customer Satisfaction performing dealers in the country. Upon registration, you will be provided complete information on all arrangements that you need to make. The information below is provided as a guideline. Program Costs Program Fee $ per person until April 28 ($595 after April 28) (This is a special, one time, industry subsidized fee) We limit the number of attendees, register early! (prepayment of fee is required). Lodging-Hotel (**You should make your hotel arrangements as soon as you register.) Room rates at the Twin Palms Hotel, right on campus are $72.00 per night with a free airport shuttle. We have blocked rooms for the 11th and 12th for a limited time. Call the Twin Palms at (480) or the reservations only line at Mention Team One/Summit Systems for our special rate. For those who want to stay somewhere else in the area, the Tempe Visitors Bureau can assist with alternative hotel information and arrangements at Travel Make your airline reservations early for the best possible rates. All major airlines serve Phoenix but US Airways and Southwest airlines provide very inexpensive airfare into Phoenix. You will want to arrive in Phoenix on May 11 and leave the 13th after 4 PM.

2 Program Schedule Program Introduction Responsibilities of the F&I department Relationship to the Sales Department Measuring Performance Changes in Customer Attitude and Response Research Information and Package Option Program Development Customer Satisfaction Products and Benefits Assumptive vs. Feature Benefit Presentations Roundtable Discussion Credit Insurance Service Agreements GAP Theft Products Chemicals Accessories Introduction to Advanced Package Option Method Package Option and Advanced Presentations Advanced Method Mastery Presenting F&I Products to Lease Customers Top Performer" Techniques and Methods Handling Objections and Presenting Alternatives Finance Penetration and Conversions Legal and Ethical Issues Problem Solving Discussions Certification Program lasts from 9-3 Monday & Tuesday

3 To Register Just fill out the registration form below and Fax it to or go to to order by credit card. We will provide you with detailed information regarding billing and all arrangements you need to make. Since the number of attendees is strictly limited, registration is on a first come, first served basis. Make something positive happen for you and your F&I department by registering today. Thank you for considering Team One. Hope to see you there! Team One/Summit Systems Finance and Insurance Masters Program Guaranteed, real world solutions through research Registration Form Team One/Summit Systems F&I Masters Program Fax to Monday, Tuesday & Wednesday, April 12 &13 At Arizona State University, Tempe, AZ Seminar is from 9-3 Monday & Tuesday Name Name Dealership Address City State Phone ( ) FAX ( ) Price $495. Per Person until April 28 ($595 after that) Team One Fax: Phone

4 Your Instructor George Angus Team One Research and Training, Ltd. George Angus is one of the most popular automotive speakers in the country, today. His brutally direct, hard-hitting, and sometimes-hilarious presentation of research, testing, program development, and F&I methods has become the favorite of automobile industry as well as corporate groups. George s background includes over 20 years in retail automotive management positions. He left retail in 1993 to join our program and is a consultant to several major corporations as well as four automobile manufacturers. The Team One Research and Training Group is made up of three distinct and separate entities combined to develop research, programs, and training solutions for the automobile industry. Summit Systems- Summit Systems was established in 1993 as a result of a combined effort involving several automobile dealers and industry professionals. The sole purpose of the company is to develop processes for and effective training programs with a primary focus on F&I efficacy and Customer Satisfaction. Since 1995 Team One/Summit Systems has trained almost 7000 automobile and RV F&I, banking, and credit union managers. We are the highest dealer rated training program in the country and are endorsed and/or recommended by manufacturers, agencies, and F&I product companies. We are unique in that we sell no products. This allows us to deal with the reality of the changes in the industry without any agenda, other than your continued success. Team One Research- The Research division of Team One is the research arm of our group. Team One Research has been recognized as a leader among research experts in the area of subjective vs. quantitative research and development. As a leader in buyer motivational and psychoneuro response research, Team One Research has become the consulting group for some of America s leading companies. Our ongoing research is helping to deal with the incredible shifts in buyer attitude and customer response in a new consumer age. Team One Research and Training, Ltd.- Where the rubber hits the road. Our training is research based and shares the techniques and methods we develop as the result of studying the top F&I performers in the country. In the 90 s we developed the F&I Menu approach and trained the program development managers and trainers for most of the larger product suppliers in the country, including JM&A, Western National, CNA, Central States, Southeast Toyota, Honda Financial, to name just a few. The Package Optiontm Method is the latest result of our research and testing and has been proven to be the most effective F&I method available in the industry today. This program and method is copyright protected and cannot be obtained from any other source.

5 What will this training do for you? We will introduce you to a new and unique method of presenting F&I and aftersale products to your customers that is the direct result of the best research and development effort ever applied in the history of Automotive finance and insurance. Plus, we will share the tips, techniques, and methods we discovered by researching and working with the top performing F&I departments in the country. We will show you how to become one of those top performers or we will refund your seminar fees. Guaranteed. This program is strictly nuts and bolts, not a bunch of opinions, myths, and filler. We show you the strategies that work and show you how to apply them, successfully, right from your first deal. What process do you use? We maximize the process you use. If you need a menu, The Package Optiontm method is the top producing F&I menu approach in the country. It involves an actual form, (they are provided at no extra charge and can be programmed into your in-house F&I computer program), that the manager uses to offer products to every customer. While leaving room for flexibility and creativity, the method absolutely assures that every customer is offered the best chance to buy all of your products. The result is consistent, measurable results. Why use the Team One method? 1. It s easy. This is the easiest process you have ever experienced. (If it s easy, you can do it every time). 2. It is simple. We uncomplicate the presentation of multiple products to keep it simple and understandable for the customer. 3. It is non-confrontational. It reduces customer anxiety and creates an environment the customers actually enjoy. 4. It presents every product to every customer. 5. It is honest and upfront. We have actually learned to use a full disclosure as an aide to selling more F&I products. 6. It is Fast. Using our Package Optiontm method and the techniques we will show you will dramatically reduce customer time spent in the F&I office. What results can you expect? 1. Make more money. We guarantee dramatically higher product penetrations and F&I income per unit. Immediately. 2. Protect the Dealer. The honest, forthright presentation and disclosure will protect the dealer and manager from any hint of deceptive practice and create a good customer satisfaction opinion. 3. Reduce cancellations. The customers seldom cancel the products they choose, reducing chargebacks to the lowest possible level. 4. More effective cash, bank, and credit union buyer strategies. We know what is working in the marketplace and share it with you. 5. Elimination of F&I Manager burnout. These methods will eliminate stress and create top level performance today, tomorrow, and for the rest of your career. Hope to see you there!

6 F&I Managers, Attend America s #1 F&I Seminar.. Without Leaving Home! Now On DVD. Our 2 DVD Seminar Will Show You How America s Best F&I Departments Hit Top Income, Product Penetration, and Customer Satisfaction Goals.. Without Payment Packing or Old Style Tactics. Team One/Summit Systems is the company that actually developed the initial process of F&I menu presentations that changed the face of F&I training in the 1990 s. Several large F&I product suppliers such as JM&A, Western National, CNA, Honda Financial, Gulf States Toyota, Central States, just to name a few, plus many of the larger general agencies in the country, hired Team One/ Summit Systems in the late 90 s to teach their trainers and program development personnel in the methods our research and development created. We could do that because we are a research and training company, only. We do not sell any products. The result has been some degree of successful training programs and many imitators copying our program with limited success. Our own training program became the highest rated, and most attended F&I training program, by far, in the country. However, our research and development didn t stop there. We continued research into the top performing methods in the country in F&I income, penetrations, and customer satisfaction. Out of that process we developed the next evolution in F&I presentation science, the F&I Package Optiontm presentation method. This copyrighted method will help you achieve higher penetration levels of all of your products using techniques that eliminate confrontation, stress for the F&I Manager, and actually create an environment the customers enjoy. ( One Price and Saturn compatible). Our video program teaches the basics of the F&I Package OptionTM method plus, shares the best, cutting edge, practices from the top income and customer satisfaction F&I departments in the country in a format designed for self teaching. This process is scientifically based and will be a refreshingly different approach from the old style training you may have experienced in the past. There are no computers, flip charts, etc., to buy. Everything is included with the videos. This program is copyright protected. No one else is authorized to offer you this method. You can expect: -Immediate Increases in F&I Income and Customer Satisfaction -Full, Honest, Disclosure and Protection for the Dealer -An effective F&I presentation for lease customers -Real life, new approaches to bank, credit union, and cash buyers -A One Price, and Saturn compatible philosophy -Elimination of Customer Stress and F&I Manager Burnout As a result of agreements with manufacturers divisions and F&I product suppliers, we are able to offer a discounted price of $195, (normally $395), to your dealership. Just fill out this form, mail it with a check for $ payable to Team One, PO Box 11563, Chandler, AZ, and you are on your way to the best performance in your F&I career. Company Contact Person Company Address City State Phone ( ) FAX ( ) Please enter our order for Video or DVD $195. Per Series