Selling Finance & Insurance (Automotive)

Selling Finance and Insurance is now a big part of Sales Executives' and Managers' jobs.

A well run F & I operation will deliver greatly increased value to your business as well as helping customers meet their immediate and long-term needs.

It's a side of the business you have to get right if you are to capitalize on the big opportunities which it offers.

But getting it right means a lot of hard work and dedication.

When dealing face to face with customers, there are a number of Laws which you must know about and be sure to comply with.

This programme is set in the context of a motor dealership. However, the ground that it covers is applicable to many other types of business - any business which needs to comply with the various Consumer Credit Acts as well as ensuring it includes finance and insurance as part of every sale, where appropriate.

Modules

• Controlling Debts
• Consumer Credit Act
  • Eligibility
  • APR
  • Written quotations
  • Advertising
  • Document serving
• Trade Description Act
• Data Protection Act
• Consumer Protection Act
• Pricing Act
• HPI & NMR
• Finance & Products
  • HP
  • Conditional sale
  • Personal loan
  • PCP
  • Lease purchase
  • Contract hire
• Maximising profits
  • Handling the APR
  • Working out the profit
  • Vehicle/F&I relationship
  • Analysing performance
  • Finance conversions
  • Direct lender conversion
  • Company loans
• Protection Products
  • PPP
  • Warranty
  • GAP - Finance, Total Loss, Disclaimers
• Managing the F&I Department
  • Proposals
  • Deposit & cash handling
  • Deliveries
  • Proofs
• Prospecting
• Business Users
  • The market
  • Customer types
  • The potential
  • Accounts
  • Funding package
  • Taxation & accounting implications
  • Documentation