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DLA AUTOMOTIVETRAINING CATALOG DAVID LEWIS & ASSOCIATES IN-DEALERSHIP TRAINING • TRAINING CENTERS ONLINE TRAINING • RECRUITING

DLA IN-DEALERSHIP TRAINING Bring any of our intensive training programs to your Dealership. With our In-Dealership training solutions, your Dealership will receive personalized training designed to meet your specific needs. Whether it is Sales, Service, Internet/BDC or any of our many courses offered, with our In-Dealership workshops, your team will learn new ideas and concepts that will move them to the next level of success. Our training is designed to make steady monthly improvements in both your Sales and Service Departments. Our intensive in-dealership training programs are typically one to two days, every four to five weeks. Each month the trainer will focus on a different area pre-determined in advance by you and your management team. Each training day is divided into 2 repetitive sessions to enable everyone to attend. All training is in a structured environment with workbooks and assignments to be completed for the next visit. Over 30 In-Dealership Workshops to choose from in:“Since signing up with David Lewis .& Associates In-Dealership Training, . SALES . MANAGEMENT our profits have doubled.” . INTERNET/BDC . F&I Scott Casebeer . FIXED OPS Dealer – Capital Auto Group SECONDARY FINANCE

DLA TRAINING CENTERSAbout the Training Centers We Offer Courses For:The DLA Training Centers are located in King Dealersof Prussia, PA, Montvale, NJ and Pittsburgh, General ManagersPA. We offer superior training away from Service Managersthe Dealership and in an environmentadvantageous to learning. Our 10,000 square Sales Managersfoot, state-of-the-art facilities are designed to F&I Managersoffer a full range of classes to meet the training Secondary Financeneeds of every one in your Dealership. Weoffer controlled classroom sizes that allow for Managersboth group and individualized training. Internet/BDC ManagersTraining Staff Internet/BDC Reps SalespeopleAll Training is done by DLA Certified Trainerswho are employed by David Lewis & Service AdvisorsAssociates. Our Trainers have extensivebackgrounds in specific areas of the Dealershipand come from a wide range of RetailAutomotive experience. Feel confident yourDealership will engage in a superior TrainingProgram with a strong curriculum andtop-notch Trainers.Certification ProgramTraining at the DLA Training Centers is recognizedthrough the DLA Certification Program. We areproud to distinguish our students for the skillsthey achieve and do so by officially recognizingthat they have completed and mastered theseprograms successfully.The only complete Automotive Training Centers in the country!PHILADELPHIA - NY/NJ METRO - PITTSBURGH Coming Soon! CLEVELAND & CINCINNATI

DLA ONLINE TRAININGIndustry Leading Online Training Module #1The DLA Online Training Program is designed SALESto let you train at your own pace. It can beused as a complete training environment or Module #2as a reinforcement tool subsequent to attendinga class at one of our training centers or COMMON MISTAKESfollowing an In-Dealership workshop session. SALESPEOPLE MAKEDLA Online provides you and your staff accessto over 1,000 training videos of great material Module #3and is available 24/7 on any device. F&IWhat You Will Learn Module #4DLA Online was developed by car people whotrain car people. Included with DLA Online is SECONDARY FINANCEboth an extensive reporting and certificationprogram that will ensure videos are being Module #5watched and comprehended. Our onlinecourses will help your Dealership capitalize SALES BDCon every opportunity in every aspect of yourDealership. Build your team and your profits Module #6with DLA Online training! SALES MANAGEMENT Module #7 LEADERSHIP Module #8 TRAIN THE TRAINER Module #9 WINNERS VS. LOSERS Module #10 SERVICE BDC Module #11 SERVICE ADVISOR Module #12 SERVICE MANAGEMENT Module #13 STRESS MANAGEMENT Module #14 PHONE OPERATOR/ RECEPTIONIST Module #15 SALES MEETING

DLA RECRUITING WE RECRUIT:Salespeople, Internet/BDC, Service Advisors and Administrative staff DLA ONERECRUITING Ads placed in your local area in CareerBuilder, Monster.com, Indeed, Craigslist and your local workforce agencies. WILL: TWO• Find Candidates Recruiters begin reverse resume researching• Screen Prospects and marketing, as well as, resume prospecting• Schedule Interviews throughout your area. THREE Applicants are screened based on your desired hiring criteria. Pre-employment process to include valid driver’s license, drug screen and background check consent. FOUR Phone interviews are conducted to confirm eligibility and skill level for the desired position. FIVE Candidates who meet requirements, are scheduled with a face to face interview with the designated Dealership contact. SIX Once a hire is made, our Training Liasion will enroll the hiree into the appropriate course depending on the position they accepted.Success has two ingredients: people and training. Let DLA help you with both.

The curriculum for DLA Training has been designed to allow for maximumachievement of the ideas and concepts that are presented. The material is up todate, refreshing and created to achieve tremendous results. All DLA Trainersare certified through our internal DLA Training program and represent the bestthe industry has to offer. All courses are available in the Dealership, at one ofour DLA Training Centers and online through our DLA Online Training portal.The following pages represent the courses that are available.

SALES Negotiations for Salespeople Leasing for SalespeopleEntry Level Sales Prospecting & Follow-UpAdvanced Sales Level 1 Understanding Your CustomerAdvanced Sales Level 2 Common Mistakes Salespeople MakeObjections Level 1 Social Media Marketing for SalespeopleObjections Level 2 Selling In-ServicePhone-Ups Level 1Phone-Ups Level 2

MANAGEMENT Hiring / Motivation Train the TrainerAdvanced Sales ManagementAdvanced Management NegotiationsAdvanced Used Car ManagementLeasing for Managers Increasing Profits 50K Plus Per MonthLeadershipCoaching

INTERNET / BDCInternet/BDC Lead Generation Entry Level BDCInternet/BDC Management Entry Level Service BDCInternet Sales Advanced Service BDC

F&I F&I Boot Camp Beginner Menu TechniquesEntry Level F&I Advanced Menu TechniquesAdvanced F&I ConceptsF&I Service Contracts

FIXED OPS Effective & Profitable Express Service ProcessesAdvanced Service Advisor TechniquesUnderstanding the Service Customer Management Service Advisor TrainingEffective Service Walk-AroundsService Advisor Phone Techniques Introduction to Service ManagementAdvanced Service Management ConceptsService Staff Retention Introduction to Service BDCAdvanced Service Revenue Creation Advanced Service BDC Concepts

GENERAL COURSESReceptionist/Phone Operator Winners vs. LosersBusiness Etiquette Psychology of SalesHow To Deal with Stress How To Avoid Negativity

SECONDARY FINANCEIntroduction to Secondary Finance Secondary Advertising TechniquesAdvanced Secondary Finance Secondary Prospecting for SuccessInventory Concepts Understanding the Secondary Customer

BOOKS BY DAVID LEWIS Industry Leading Author and SpeakerDavid Lewis is the President of David Lewis & Associates (DLA), which is located in Melbourne, Florida. Since 1986, David has been training Dealers,General Managers, Service Managers, Sales Managers, F&I Managers, Salespeople and Service Advisors on the “Art of Inspirational Selling.” His uniqueideas have helped thousands of dealerships nationwide achieve their sales and management goals. In 2007, David shared his ideas in a book titled, “TheSecrets of Inspirational Selling,” which gained immediate popularity. He has also written “The Leadership Factor,” “Understanding Your Customer,”“Common Mistakes Automotive Salespeople Make” and “Winners vs. Losers.” SECRETS OF INSPIRATIONAL SELLING Learn how the art of Inspirational Selling can make your automotive career thrive. David Lewis opens the door and shares with you surprising ways to increase your sales and grosses. His concept creates a non pressure selling environment that enhances the sales process for both the Customer and the Dealership. Closing the sale is so much easier once the Customer is INSPIRED to buy from YOU! UNDERSTANDING YOUR CUSTOMER In this book, you will learn what every Automotive Salesperson needs to know about their Customers. Learn how to judge the Customer’s behavior, why Customers are so defensive, the difference between an obstacle and an objection, the five variable conditions Customers represent, a unique sales process that creates more sales and how to gain customers for life. Plus, much more! COMMON MISTAKES AUTOMOTIVE SALESPEOPLE MAKE Within these chapters, you will learn the most common mistakes Automotive Salespeople and Sales Managers make on a daily basis. Whether you are new to automobile sales or a veteran of many years, this book will be useful to you in the task of building a successful and admirable career in the business of selling cars. Mistakes are a part of life, Learn from them and your career will soar. THE LEADERSHIP FACTOR Anyone can be a Manager or Boss, but true WINNERS want to be great LEADERS. This book explores the philosophies and actions of what it takes to be a great Leader of people. Learn the characteristics and qualities successful Leaders utilize and how strong leadership will grow your Dealership. All of the concepts within this leadership book are based on working in the Retail Automotive Dealership. WINNERS VS LOSERS This book has been written as a personal roadmap to help you re-discover your dreams or create a reality of an even better one than you had before. Reaching your destination will be determined by your personal will, strengths and commitment. You may not even know what your dream in life is or you may have left it somewhere along the path viewing it as a foolish idea that would never come to pass, but if you have dreams, then why not have the desire and goal to achieve them.

Dealership TM A David Lewis & Associates Publication Dealership DECEMBER 2016 INSIGHTFUL ARTICLES USEFUL TECHNIQUES TM A David Lewis & Associates Publication CURRENT TRENDS & TOPICS HELPFUL TIPS GtheettBinegst AND MORE ... from your BDC Each month, Dealership Overdrive delivers the newest ideas, trends and ISstDayiginitgalDInFo&TeuIsinnSeaYwloeuistrhTDrTaoeinadliaenyrg’sshRTieepac’slhlFynuoWtluoorgreky?? techniques for operating a successful car Dealership. All articles are written by our staff of DLA Trainers and represent the most recent concepts that they learn as they travel the country visiting our Dealership customers. These articles are designed to help grow our industry while creating a more customer friendly environment. Subscriptions are free so, if you are not currently a subscriber, please contact us to get on our list.Dealership AUGUST 2015 Dealership DECEMBER 2015 Dealership MAY 2015 Dealership NOVEMBER 2015 TM TM TM TM A David Lewis & Associates Publication A David Lewis & Associates Publication A David Lewis & Associates Publication Are You TrackingA David Lewis & Associates Publication Your BDC The Last Ride Results? of the King Phone-Ups, Part II: The Meet and GreetWhat An Interview with The 3 Things that Howto The Customers 4 Buying FactorsStops Steve Bierwirth Kill a Phone Up DealwithFemaleCustomers Where To Find Good Sales CandidatesSuccess? Turning Service Loss The 7 Service Meet & Greet No-No’s IN SERVICE Why Customers Object Mailers Into How Your Attitude Affects Your Altitude Profit Providers Batcave Muscle Mad Max Rides Again!

For information regarding course availability, please call Mary Mannella at 800-374-3314 ext. 215 or visit us at: www.davidlewis.com