Automotive Training Professionals


Automotive Training Professionals

Whether you train sales, F&I fixed ops, management, or even dealers, please share your experiences, questions, and success stories here.  We want members who are serious about making a difference in the auto industry, one client at a time.

Members: 66
Latest Activity: Mar 24, 2017

Discussion Forum

Service Consultant Phone Training

Started by Steve Richards. Last reply by Brian R. Feltes May 15, 2012. 7 Replies

Can anyone provide the name of a company that does a good job of training service consultants to better handle the phone, both incoming and outbound calls? Thank you for your help.Continue

Tags: training, phone, consultants, service

Dealer Sales Support/Trainer Career Opportunity! Can be based anywhere in Central USA (Home Office)

Started by Zein Kraus. Last reply by Michael Baker Nov 3, 2011. 1 Reply

Hi Everyone, I was hoping to tap into your professional/personal networks to see if you know of someone who may have interest in exploring a Retail Account Manager (sales support/trainer) for our…Continue

Marketing Yourself Or Your Services

Started by John Fuhrman. Last reply by John Fuhrman Oct 10, 2011. 5 Replies

As a small training company we have found that continued article writing, email marketing, and great referrals are what seem to be generating much of our business.  As fellow trainers, what is the…Continue

If You Could Only...

Started by John Fuhrman. Last reply by Rick Burton Oct 5, 2011. 1 Reply

When you find yourself having a less than fantastic week on the road, or see frustration rear its ugly head, do you ever say, "If I could only train one thing to get through to these people..."? …Continue

Tags: Keynotes, training, 20, group, speaker

Comment Wall


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Comment by ROBERT SILANO on February 3, 2017 at 1:24pm


CONTACT ME AT 318-678-0746

How does the sale work?

1. What are the roles and responsibilities of each member of the team?

Managers - HRI provide 3 managers. Our team leader desks the deals and is responsible for handling meeting and closing our the event. Our F and I manager will structure the deals for maximum profits plus work hand and hand with the dealers F and I department. Our closer will talk to every customer possible and close the deals. He communicates with your desk on every deal, trains your sales people on the proper word tracks for the sale, and handles the floor start to finish. The dealer signs off on all the deals.No power booking or games. There is no need to do this to have a successful event.

OUR SALESPEOPLE - we typically bring about 7 to 10 salespeople. They are professional and seasoned industry sales veterans. We average $4,000 - $5,000 a deal by the end of the event.

2. How is your company compensated?

Our sales people and the dealer sales people are compensated in the same manner with a max pack of $500 and a minimum of 25% front end commission. In most cases we develop an ad budget of $25K to $30K. HRI COMMISSION TBA.

3. Walk me through a typical sale including pre-sale steps, the sale, and post sale wrap up


A) Our mailers are the "GOLD STANDARD" of the industry. We furnish all postal mail receipts

B) Our list is developed in house and we have a formula to eliminate the lower income and less desirable households. We perform this function manually by breaking the list out to carrier routes and removing the undesired routes rather than deleting or running an entire zip. This costs us more per piece and is time consuming but it is a big reason our average sale is over $250,000


Comment by Jon Floyd on February 25, 2016 at 2:27pm


Comment by John Fuhrman on December 30, 2011 at 8:51am

To all the professional trainers and the dealers who use them, "Happy New Year!"  May 2012 be prosperous and may you make a significant difference in all you come in contact with.  We at The Dealer Resource Group hope all of us see the business we deserve in the coming year.

Comment by Ernie Kasprowicz on December 28, 2011 at 2:47pm

Automobile Trainers/Vendors...Question for all of you: How often while at a dealership doing what you do are you asked a question concerning hiring salespeople,staffing their BDC or internet dept? The question you get asked could be as straight forward as I need more or better salespeople,where and how do I get them or as vague as I don't have the right people to achieve what I need to achieve to sell more cars and make more gross...."If I just had a couple more "studs" I'd be set.How often are you asked about other positions as well...from Porters to Presidents?

Comment by Steve Richards on December 6, 2011 at 8:16pm

Can anyone provide the name of a company that does a good job of training service consultants to better handle the phone, both incoming and outbound calls? Thank you for your help.

Comment by Michael Baker on November 3, 2011 at 1:47pm

Why do you suppose that most dealers do not have the same mind 'share' with Fixed operations as Variable, since it usually reigns with 85% of the dealership's net profit bt? And why is the synergy of fixed and variable operations so neglected. I have processes with little expense that creates definite enhancements with little investment or learning required by Management for significant improvements in ROI...

Comment by John Fuhrman on June 28, 2011 at 9:25am



Thanks for the comment and for accepting my invitation.  There are good and bad dealers, sales people, vendors, and even bad training companies.  I think any company, affiliated with a vendor should be held suspect.  Usually the agenda is to get the vendor into the dealership.


When I formed The Dealer Resource Group, I took all of that into consideration.  I also chose to focus on NOT being all things to all people.  Our trainers work with dealers to bring them new sales people, begin their career with good training that fits into the client dealer program, and then we give a real guarantee.  We don't have them pay a part of the progam or part of the expense.  We do it all again at no additional fee.


Some of our trainers do more advanced training when the dealer asks for it.  That happens because the trainer did exactly what was promised, exceeded the dealer's expectation and earned the right to provide even more knowledge.


I am proud of the trainers I associate with.  Many of them came from companies just like you described but wanted a home where integrity was more than just a word. 

Comment by Troy on June 20, 2011 at 1:22pm
(In reference to John's comment on 5/23)
Basically the question was why dealerships don't trust outside trainers to train their sales staff?
I think ??? you may be asking a rhetorical question but .. if not ,I have certainly seen too many of these so called training companies over the years,that use to be endorsed by large vending companies in the auto industry.These companies were only out to make large profits, as they move in with big promises mostly teaching immoral and corrupt tactic in selling and promotions (if you call it that) . These training companies would collect a nice check and be gone! Even thou the dealers should have looked at these companies better ,they sometimes only seen the BIG dollars these companies not only promised but... guaranteed, and yes the dealer got what they asked for they made large amounts of money quickly ,instead of good money for longer periods of time ,creating long term relationships with generations of auto buyers. It's really in my option ,it's important for the trainers to show the dealers that building long term trusting systems, with new refreshing continuous training plan with clean fair goal setting is the only way ... to endure the longevity in our business to get us through the great and very poor economies we've seen in the years of our Industry. Thank you so much for the invite,it's great to to see this forum of professionals and Christian professionals with visions of improving industry!
Comment by John Fuhrman on June 7, 2011 at 12:13pm
If you could have or do only one type of training, what would it be?  Details are welcome.
Comment by John Fuhrman on May 28, 2011 at 9:57pm

If you could only train in one area, which would you choose?  For example:  While I am very familiar with all areas of front end operations, I prefer training new and inexperienced sales people BEFORE they get trained by the exisiting staff.


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