Greater Profits On The Horizon
Training & Compliance

TRAINING DATES

  • "This was the first course that made me a believer and I have had many courses."
    Ron Singer
    Coastal Volkswagen
  • "Warranty overview great way of planting the seed..."
    Crystal Costa
    Paul Masse Buick GMC
  • "New things I haven't seen before..."
    Rob Martin
    Brigham Gill
  • "Absolutely Phenomenal! I've been in the business 12 years & Ken was probably one of the best I've ever seen. He made a not so interesting process seem very interesting."
    Derek Houde
    Harr Toyota
  • Training helped the most with: "Overcoming the various objections people give to avoid spending money on extra products."
    Jason Medlar
    Milham Ford Toyota
  • "Excellent, really have no suggestions, I don't think it can be done any better."
    Jason Medlar
    Milham Ford Toyota

Advanced F&I Seminars

Advanced seminars are also available for experienced F&I Managers to maintain the highest level of performance possible. We recommend all F&I Managers attend at least three seminars a year.
  • Overview
  • Qualifying for the Presentation
  • Presentation Skills
  • Building Value in Product Presentations
  • Customer Participation
  • Overcoming Objections
  • Video Role Playing
  • Cash Conversions
  • Credit Union Conversions
  • Service Drive
  • Service Mailer
  • Lender Relations
  • Sub - Prime Lending

Training

Our Certified Professional F&I Training School consists of a 4 day instructor led course. We administer a Compliance exam on day one to test the baseline knowledge of the students followed with a final exam on the last day to test retention. There is an emphasis on "Best Practices" consisting of a proper Interview, Warranty Review, Menu Presentation, Up-sell and Objection Handling techniques. The training is highly interactive, the student will see the concepts in action, discuss them and practice them. Candidates will be videotaped twice during the class to identify their retention and competency with the material.

All attendees receive hands on training and support at the dealership by your account executive the following week. That consists of the organization of the office, time management, lender relations, paperwork skills, proper documentation and monitoring objection handling techniques.

Directions   |   Places To Stay View The Four Day Training Agenda

Menu Selling

We strongly encourage all dealers to consider Menu Selling. The most efficient programs are web based with fast printing menus. We offer advanced seminars on a monthly basis at our Westborough Training Facility. We use DealerTrack or any menu the dealer chooses. Our main goal is "consistency" with any menu.

Ken Carlson Profile
Divisional Business Development Manager — Director of Training

Guest Speaker / Training Appearances
  • Greater Cleveland Automobile Dealers Association
  • Greater New York Dealers Association
  • New Jersey Auto Dealers Association
  • New Hampshire Dealers Association
  • NADA Dealer Academy
  • Canadian Dealer Products (Windsor, Canada)
Ken Carlson

  • Over 30 Years of
    Retail Automotive Experience
  • AFIP Certified — Master Certification (highest certification available)
  • F&I Resources — Divisional Business Development Manager — Director of Training
    • Finance and Insurance Management Training
    • Sales Force Training
    • Sales Management Training
    • Service Manager/Advisor Training
  • Manage-Rite, Inc., Automotive Training Division, Director of Training
  • Pat Ryan and Associates/Key Royal, National Sales Trainer / V.P. of Business Development

Place To Stay

  • Holiday Inn & Suites
    (508) 481-3000
    Single Rate $112.00
    (Ask for F&I Resources Corporate rate)
  • Hampton Inn by Hilton
    (508) 329-5570
    Single Rate $109.00-$165.00
    (Ask for F&I Resources Disount)
  • Doubletree Hotel
    (508) 366-5511
    Single Rate $125.00-$175.00
  • Courtyard by Marriott
    (508) 836-4800
    Single Rate $95.00-$155.00
  • Residence Inn by Marriott
    (508) 366-7700
    Single Rate $125.00-$175.00
  • Red Roof Inn
    (508) 481-3904
    Single Rate $65.00-$95.00
Pricing and availability subject to change.

Directions From Interstate 95

Mass Pike West to exit 12, take Route 9 West (towards Worcester). After Interstate 495 overpass, take the next exit onto Computer Drive. Take left off ramp onto Computer Drive and proceed straight to Connector Road through one set of lights. After approximately 1 mile, the road changes to Flanders Road. Proceed .5 miles and our building is located on left. The address is 134 Flanders Rd, Suite 150, Westborough, MA 01581.

Directions From Interstate 495

Interstate 495 to exit 23B (Route 9 West) (towards Worcester). Take the next exit onto Computer Drive. Take left off ramp to Computer Drive and proceed straight onto Connector Road through one set of lights. After approximately 1 mile, the road changes to Flanders Road. Proceed .5 miles and our building is located on left. Our address is 134 Flanders Rd, Suite 150, Westborough, MA 01581.