SHOW Catalog 2

2017 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 Dealership will receive personalized training designed to meet your specific needs. Your team will learn new ideas and concepts that will move them to thenext 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 and Paramus, NJ. We offer General Managerssuperior training away from the Dealership Service Managersand in an environment advantageous tolearning. Our 10,000 square foot, state-of-the- Sales Managersart facilities are designed to offer a full range F&I Managersof classes to meet the training needs of every Secondary Financeone in your Dealership. We offer controlledclassroom sizes that allow for both group and Managersindividualized 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 Center 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 CINCINNATIOPENING INSPRING 2017!

DLA ONLINE TRAININGIndustry Leading Online Training Module #1The DLA Online Training Program is designed SALESto let you train at your own pace. It can be usedas a complete training environment or as a Module #2reinforcement tool subsequent to attending aclass at the Philadelphia Training Center 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 LEADERSHIPon every opportunity in every aspect of yourDealership. Build your team and your profits Module #6with DLA Online training! TRAIN THE TRAINER Module #7 WINNERS VS. LOSERS Module #8 SERVICE ADVISOR Module #9 SERVICE MANAGEMENT Module #10 STRESS MANAGEMENT Module #11 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.

SECONDARY FINANCE PROGRAM Over 1.5 million people per year file for Brankruptcy Protection. Get the names when they file and then again when they are discharged.DLA BANKRUPTCY LISTS FILED • DISCHARGED • DISMISSED CHAPTER 7 • CHAPTER 13 Software Program • Weekly Lists Access list directly from your desktop or deviceOption to print the BK Letters right from the retrieval screen SECONDARY FINANCE SOFTWARE Secondary Finance & Inventory Control Software BOOK OUT SHEET To include with deal jackets QUICK BOOKS Value a vehicle without thumbing through a book / Includes NADA, Kelly Blue Book and Black Book CUSTOMER INVENTORY SORT Find the most profitable vehicle WATER REPORT Shows if you are buying vehicles over book value Accessorize your vehicles to maximize your profits!

Testimonials “We believe in the Philadelphia Training Center’s curriculum. It works! All new employees must attend the Entry Level Sales course. The 5 days of uninterrupted curriculum helps the employee understand what our business is all about and includes learning the steps to the sale, overcoming objections, prospecting and phone skills. Our partnership with DLA gives them the start they need to be productive sales associates. Additionally, our management team makes sure that each associate reads David’s book “Secrets of Inspirational Selling” and we read excerpts of the book during sales meetings.” Bruce Carlino, Sales Manager, Chapman Ford Mazda Lincoln Mercury “I have enjoyed myself this week! I feel as though it was highly inspirational and different than anything I even imagined. I think I will be able to take a lot of this material back to the dealership and be successful implementing it in my daily life. I am excited to show my new knowledge with fellow coworkers and hopefully start a new culture of sales people at I.G. Burton! Thank you all for putting up with the I.G. Burton crew this week...We can be a handful!” Mary Helen Waltjen, Sales at I.G. Burton Mercedes – Benz “The Internet/BDC Class was awesome! It was a great experience and I learned a lot of new things that we will definitely use at the Dealership. I would definitely attend another class and recommend these classes to others.” Mehraan Moosa, Internet/BDC Manager, Brenner Nissan Dodge “I have been in the car business for 16 years and have attended many F&I training classes. This F&I course was the most informative I have ever attended. I learned more in 2 days than I have in all the others I have attended combined. This course will now be mandatory for all of our F&I Managers.” Sandy Adams, Finance Director, Mike Piazza Honda “The Advanced Sales Class was the best sales training class I have been to. I am convinced that the things I learned will help me raise my personal income another $20,000. I thought I was good at selling cars, but now I know I will be great.” Lauren Potchak, Conicelli Honda “Why would you not take the time? Whether you’ve been doing this one week, one year or ten years – customer expectations is an evolution. Having a partner like David Lewis to support your business is monumental!”

“David Lewis is an absolute genius. His non-confrontational selling system, from the front linesalespeople all the way up to management and F&I, is the best in the industry. His managementconcepts improves our relationships with employees and customers, as well as the dynamic of theworkplace. I’ve even found some of David’s ideas, lessons and observations applicable beyond theDealership to life in general. Like so many, I had no formal training when I got in the business eighteenyears ago. Now having been exposed to David’s teachings and methods, I can’t get enough of them.” Dave Novelli, Conicelli Honda Pre-Owned Finance Manager “This class is wonderful! I learned so much information. I came here not knowing anything about the auto industry but now I have a better vision in this career.” Sophan Son, Sales at Piazza Honda of Philadelphia“This class was great and I really loved being here. The instructors were fun. I learned a lot and I feel mytime was fulfilled. I hope I am able to take the teachings with me wherever I end up. I just want to takethe time to thank my manager for sending me and I would like to thank Brian and Dino for teaching.” Jesse Trader, Sales Representative at Winner Ford/Hyundai “Fantastic Course! I had an amazing time and would love to come back for another course. I learned a lot and would recommend coming here to everyone, it gives you a wider spectrum of the car business.” Trevor Masem, Sales at Bennett Toyota Scion“I like that DLA courses provide information, words, and ideas that can be immediately applied to myjob. Brian is great and the content is great. It forced me to think and change my behavior.” Bill Tetreau, Sales Representative at Kelly Buick GMC “The trainer, Becky, was very informative and inspiring. She also showed enthusiasm when answering questions. I’d recommend DLA for all new salespeople.” Brieer Doggett, Sales Representative at Marty Sussman Honda“I’ve been to numerous sales training in the past, and this was by far the most engaging. I think I willtake more from this training than any other. Dino was a fantastic instructor! “ Joshua Ryan, Sales at Chapman Ford

SALES Phone-Ups Level 2 Leasing for SalespeopleEntry Level Sales (5 Days) Prospecting & Follow-UpAdvanced Sales Program (4 Days) Understanding Your CustomerAdvanced Sales Level 1 Common Mistakes Salespeople MakeAdvanced Sales Level 2 Social Media Marketing for SalespeopleObjections Level 1 Selling In-ServiceObjections Level 2 Negotiations for SalespeoplePhone-Ups Level 1

MANAGEMENTAdvanced Sales Management Increasing Profits 50K PlusAdvanced Sales Management Program (4 Days) Per MonthAdvanced Management Negotiations Train the TrainerAdvanced Used Car ManagementLeasing for Managers LeadershipCoachingHiring / Motivation

INTERNET / BDCInternet/BDC Lead Generation (2 Days) Internet/BDC Management

F&I F&I Service ContractsEntry Level F&I (3 Days)Advanced F&I Concepts (2 Days)

FIXED OPSEntry Level Service Advisor Prog. (4 Days) Service Staff RetentionAdvanced Service Advisor Prog. (2 1/2 Days)Advanced Service Advisor Techniques Advanced Service Revenue CreationUnderstanding the Service CustomerEffective Service Walk-Arounds Effective & Profitable ExpressService Advisor Phone Techniques Service ProcessesAdvanced Service Manager Prog. (3 Days) Management Service Advisor TrainingAdvanced Service Management Concepts Introduction to Service Management Introduction to Service BDC Advanced Service BDC Concepts

GENERAL COURSESReceptionist/Phone Operator/AdministratorBusiness EtiquetteHow To Deal with StressWinners vs. LosersPsychology of SalesHow To Avoid Negativity

SECONDARY FINANCEIntroduction to Secondary Finance Advanced Secondary Finance

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