John Fuhrman
  • Male
  • Winter Harbor, ME
  • United States
  • OptionSoft Technologies
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Profile Information

Which best describes you?
What company do you work for (or own)?
OptionSoft Technologies
What is your current position within your organization?
Director of Training
What is your company website?
How did you specifically hear about DealerELITE? If referred, who?
Invited by Chris Saraceno
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Began in retail sales in 1979. Grew to become an award winning sales manager and later general manager. Joined Universal Underwriters and became one of the top F&I producing trainers in the country. Formed my own training and speaking company in 1996. Have authored ten book son sales, management, leadership and personal development. Have trained over 30,000 sales and business people around the globe, including South Africa, five former Soviet countries as well as across the US.
Currently Director of training for an automotive technology company that has developed cutting edge tools for sales, F&I and management at 30-50% lower cost than competitors.

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John Fuhrman's Blog

Why Are Dealers Seldom Right? A Brief History

Posted on September 4, 2017 at 9:03am 0 Comments

   So many trainers like to tell you when they started in the business, how great they were and how they single handedly saved a manufacturer from near ruin. Not my thing. I’m simply stating that I sold my first vehicle for a dealer in January of 1979 for the purpose of this article. What I’m sharing, I’ve participated in, witnessed or at least saw from a distance. In other words, I was there.

    As I got to be about 6 months into the sales end of the business, domestic dealers were…


Whose Tail IS It Anyway?

Posted on August 11, 2017 at 10:06am 0 Comments

We've all heard that expression, "The tail is wagging the dog." In retail, that usually means our sales staff is dictating management rather than the other way around. Usually, the fix occurs when new management or a new training process comes in and everyone gets to start on the same page. However, the decision to change process or change personnel is at the dealer level.

Lately, a much larger tail has been dominating the countryside and predicting the end times if we continue as we…


COMMA, Your Honor

Posted on February 2, 2017 at 10:12am 0 Comments

     As Director of Training, I am always paying attention to the needs of dealers to see if a simple suggestion or note would solve the problem, or if it’s a larger issue, a training program to change the current practice.  As it is with most things that involve change, I’m usually met with resistance.  “If it’s so important, why are you the first to tell us?”

     Sometimes, it’s because a new practice has emerged, but most of the time, I’ve discovered that I wasn’t the first…


Cisco Meraki Partners with OptionSoft Technologies Inc. - Visit us at NADA to find out why!!!

Posted on January 24, 2017 at 5:05pm 0 Comments

If you look at the video and understand the potential, email me for times when you can stop by our suite and see an actual demo. You'll see cutting edge technology that is so powerful that 1,200 Ford dealers have already enrolled. This world class marketing system is now available to any dealer regardless of size.

If you are going to NADA and don't email me at and set u an…


Comment Wall (2 comments)

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At 1:54pm on November 3, 2011, Michael Baker said…


Re: your inquiry regarding sales staff training investment vs. other dept staff...


The training process in retail vehicles sales and F & I requires continual practice via role play and management involvement via 'buy-in'. Not really any different that practicing your golf swing or baseball batting skills if 'wanting to improve'... Training technicians is almost immediately learned and applied as with office staff with efficiency improving in time. The psychology of learning is quite simple but fascinating

At 8:52am on August 12, 2011, Stephanie Young said…
Congrats on being featured in the top content leader board.



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