Tag Archive | "UCC"

Tom O’Neil to Lead Coaching & Development Panel at Agent Summit

LAS VEGAS — Agency principal Tom O’Neil will serve as moderator for a panel devoted to coaching and F&I development at Agent Summit, organizers announced. The event will be held May 9–11, 2016, at the Venetian Palazzo Las Vegas.

The panel, “Building a Team Theme for Prosperity,” will begin at 4:00 p.m. on Tuesday, April 10. O’Neil and his team will discuss how the installation of a new agency, F&I process and product suite can be derailed by a loss of focus and loyalty to former providers at the dealership level.

“How does an agent earn absolute, unconditional buy-in from a new client?” asked David Gesualdo, show chair and publisher of Agent Entrepreneur and F&I and Showroom. “It’s an important topic and one that I applaud Tom and his panel for tackling head-on.”

O’Neil is the founder and executive manager of O’Neil Financial Services Agency in Westerville, Ohio. He will be joined by panelists Jimmy Atkinson of AUL Corp., John Kane of Empire Dealer Services, Arkansas F&I’s Lewis Matthews Jr. and John Vecchioni of United Car Care Inc. (UCC).

“Getting the dealer to sign up is only the first step in a long-term F&I relationship. The real work is the ongoing coaching and development of each player, manager and the owner of each dealership,” O’Neil said. “If you cannot coach and develop every member of the team to buy in and execute your plan, the F&I numbers will not be there and you will not be there!”

Registration for Agent Summit is now open at the event’s website as well as by phone, fax and email. Attendees who register by April 4 will enjoy a $100 discount.

To inquire about sponsorship and exhibition opportunities, contact Eric Gesualdo via email hidden; JavaScript is required or call 727-612-8826.

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Meet the Trainer: John Vecchioni

Agent Entrepreneur met with John Vecchioni, National Sales Director and Director of Education at United Car Care, to get an in depth look at his approach to training. Learn how he got started in the business, the area he focuses on most in his training and his top three tips for success.

How did you get your start in the auto industry (background/education) and how / why did you specialize as a trainer?

I got my start in the retail automotive industry as a result of a lifestyle and geographic change. I was in the securities and insurance business and lost my partner. We sold the business and moved to Washington. While I was purchasing a vehicle I was approached by the General Manager. After a short a conversation I was offered a sales job.

Because of my sales background I found that selling cars was fun and people would get excited about a new purchase. After a short time I was promoted to finance. I discovered that if sales didn’t happen I would have no opportunity. That’s when I began to close sales and train sales people to close business. It was essential that we increase sales so I could have opportunity in the finance office.

I was promoted to sales management and determined that everyone needs everyday training and support to be successful. Coaching is an everyday thing and results are indicative to time invested. That’s how I got involved in training. It was a necessity to be successful from a management position. The next promotion was to General Manager responsible for three locations. When responsibility encompasses three separate addresses, training to a consistent process duplicated in all the stores, becomes very important.

In 2004 I left the retail business to explore different opportunities. Finding United Car Care allowed me to be involved in all the things I enjoy professionally. I was able to develop business for United Car Care and train professionals to assist them in achieving their goals.

What areas in F&I do you focus on with your training?

Discovery- Everything happens in discovery.

Why should an agent call you for a training assignment?

I indulge in the discovery part of the sales process. Only there will you find the buyer’s real needs (hot buttons) as to why they would ever have a legitimate reason for purchasing your products. I teach “Logical Conversational Selling,” and only when it makes perfect sense to the customer will a sale occur. It always makes sense when we use their words and phrases when discussing protective products.

What are the top three messages you try to give at each of your training sessions?

  1. Discover the need- Why would they have a need to do business with you or purchase any of your products?
  2. When presenting, use the customer’s words on the features and benefits they perceive as value in the vehicle they are purchasing. Match your protective products to their words. Ask questions that help impact your presentation. Logical questions revolve around asking, “Who, What, Where, When, Why, How and Did.”
  3. Use Trial Close Questions as often as possible. Have the customer engaged in conversation with you and ensure that you both are on the same page.

What changes in the industry do you foresee that will impact your training the most over the next few years?

Non-Compliant Dealers could force the industry to adjust to fixed pricing on finance products. With the advent of CFPB and the amount other Regulators are policing the business, the possibility of fixing prices could impact sales training as we know it today.

Tell us about yourself and the kind of activities, hobbies, and interests you pursue outside of training.

I enjoy the serenity and happiness of my family. My wife and I have three grown and married children. We are blessed with four wonderful grandchildren. My priority is and always has been spending time with family. I enjoy working with sales people and being involved in their success. I enjoy gardening, golfing and bike riding.

 Is there anything else you would like to add?

Training requires more than just teaching how to sell a product. It involves instilling confidence in the words and product that the sales person uses. It requires a coaching philosophy to evolve and develop the sales person to believe and reach their goals.

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An Interview with Dave Mathews

Meet Dave Mathews, President and CEO of United Car Care Inc., a vehicle service contract administrator in Greenwood Village, Colorado. Dave has been in the automotive retail and insurance business since 1975. He has practical understanding of business through the eyes of an experienced agent and former retail franchise owner. Today, he enjoys the challenges of the current business environment and talks about some of the ideas that keep his company competitive. Dave expects the future to be bright and full of exciting challenges. “If you stay focused on your customer’s needs, work hard and adapt to changes in the market, I think you will find success. This is a great market to be a part of.”

  1. Tell me a little bit about your company and its place in the industry?

United Car Care (UCC) was incorporated in 1984 by agents who understand the continual challenges agents face in business. We are authorized to do business in all states with the exception of Hawaii. We began as a regional company, concentrating on Colorado, Utah and Wyoming, but developed a national presence in 1996. UCC offers a variety of extended service contracts for all makes and models. Because we are considerably smaller than most of our competitors, it allows our people to pay close attention to details while offering extensive flexibility to our dealers and clients. Everyday, we receive requests for terms and coverages that didn’t exist even six years ago. We are a full spectrum administrator, covering almost any vehicle the dealer chooses to sell, including high mileage vehicles with over 150,000 miles. You must remain competitive and responsive to last over 30 years.

  1. Are there any recent or future developments within your company?

United Car Care is always looking to the future and how we can impact it along with our partners. From a product standpoint, we recently created both an “add-on mile” contract as well as a “Lifetime Protection Plan”. While our core business is franchise and independent dealers, we have expanded into the lender space and have custom designed products for credit unions and banks.

  1. How did you personally get started? What caused you to choose this career path?

I began my career in the auto industry after college as an F&I manager working for     the second oldest full-line Chrysler dealership in the country. After more than a dozen years in retail, I became interested in the service contract business and gained an employment opportunity with a local general agent. In 1996, I joined United Car Care as executive vice president while sharing a minority interest in the company. I purchased the company in 2009 and today carry the position of president and CEO. The business remains fascinating, working with over 200 franchised dealers every day.

  1. What do you like to do on your days off? What activities/sports are you passionate about?

The company (UCC) is very important to me and I‘ve worked hard to get where I am today, but my family has always come first. In October, my wife and I celebrated our 40th wedding anniversary. Our son, Cameron, works in our claims department as a payment supervisor, while our daughter, Erin and her husband, Asa, have just blessed us with our first grandchild, Fiona LeeAnn.

I enjoy playing golf whenever possible and am an avid Denver Broncos fan.

  1. Tell us about your family and the role they have played in your success.

Having been in the automobile business for 40 years, they have been by my side through it all, being my biggest cheerleader. In 2008, the market collapsed, yet I entered into a buy/sell with my partner at the time to buy the remaining majority stock. My wife and family supported my decision with encouragement and excitement. As we all remember, General Motors and Chrysler were facing bankruptcy, but we held on and today entertain a 200% growth analysis. Having the support of family during these times provides the incentive and motivation to help achieve this kind of success.

  1. What are the biggest issues you see facing the industry today and in the future?

Consistency in the marketplace. No one cares if we get back to the glory years of 2002-2007. We have learned that slow, steady growth works. If you’re not growing, you’re going backwards. United Car Care used to be one dimensional with franchised dealers only, but over the last six years, we have developed a well-balanced book of business by adding independent dealers, finance companies and credit unions. If the business model makes sense, and our underwriter, Dealers Assurance Company, blesses it, we will take on just about any auto related administration functionality. Don’t say “no”, instead always agree to take a serious look at opportunity.

  1. What advice would you give someone new to this industry?

For the folks who sit back and watch how we accomplished what we have, trust me when I tell you, “It was not easy.” You must have a solid business plan, hire good people, capitalize properly and expect to do nothing but eat and sleep this business for the first three to four years. If you sign business today, you may not see revenue for 120 days and, because contracts are cancellable, you must escrow during the high tide because as the past has shown us, there will definitely be a low tide.

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United Car Care Named John Vecchioni National Sales Director

Greenwood Village, Colo. – United Car Care Inc. (UCC) named John Vecchioni its new national sales director.

Vecchioni joined UCC in 2005 as Director of F&I Development and National Trainer. While in this capacity, he pioneered an online F&I training series, the F&I Professor, which will continue as a result of its popular success.

“In his eight years at United Car Care, John Vecchioni has proven to be a team player”, said Dave Mathews, president and CEO. “John has shown that he is capable of anything challenging, so what better time to announce our new National Sales Director.”

“I hope to bring excitement and challenges for our future at United Car Care,” saids Vecchioni. “I am excited to work closely with a great team in pursuit of United Car Care’s future growth”.

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How To Do the Meet & Greet

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Top Training Tips

Regardless of what profession you are in, you have been trained. Training in a new position is never an easy task to complete. In reality, training never really ends. You are constantly presented with new challenges that you must solve and overcome. Questions will always come up that need to be answered. The learning process is never-ending.

AE has compiled a list of the top training tips posted within the past year. The following videos contain valuable information from Gerry Gould, director of training for United Development Systems, and John Vecchioni, director of F&I development for United Car Care. These gentlemen have taken the time to share the strategies that will benefit your dealer clients most.

Take a look, continue learning and sell on.

Bad Words
Sales can be won or lost on small key words that customers pick up on. Through this tip, learn how to remove the negative words from your vocabulary and present everything in a positive light to the customers.

Step Outside the Box
You need to experience what the customers go through when buying a car. Stop being a ‘car guy’ and strat thinking like a customer.

The Rate
Ask the customer what concerns them most.

Under-promise and over-deliver. You must be completely transparent with your customers and the more compliant you are, the more profit you’ll make.

Customer Satisfaction Index
CSI is a product of compliance, cash flow, additional profits and delivery of vehicles. If you are not honest and transparent, you may still buy a car, but that customer’s experience will affect your CSI.

Creating Dialogue with the Customer
If a customer is declining to purchase a product, engage in a conversation with them to find out more. Explain to them in detail why the product would benefit them and what could possibly happen if they leave your office without it.

Put everything out there for the customer to see and they can make their own decisions. Do not hide anything from them if you want them to trust you and not be skeptical.

Cash Conversion
Turn your customers’ perceptions into reality. Show them visuals to explain your point more so that they can see for themselves, on paper, what you are telling them.

Building Your Business Through Prospecting
You don’t have to sit back and wait for people to come onto your lots. You need to take ownership of your business and go out and find some for yourself.

Coaching the Sales Team
Make sure your sales teams know that you are confident in helping them out with their process on the lot. You need to coach them to sell products so that it helps you out as well. Make sure that they are prepared to answer the customers’ questions correctly and appropriately.

The Cash Buyer
Myth: Cash buyers don’t buy anything. Reality: They are the best customers to walk through your doors.

The Art of Role Playing
Breakdown the process of the sale and work on improving your weak points with a peer. A customer will never be as tough on you as your peers will be and this process will help you be more prepared for your next sale.

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