111717 SHOW Catalog

Comprehensive Training. Proven Results. DLA AUTOMOTIVECOUCRASTEALOGTRAINING CATALOG

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

DLA TRAINING CENTERSAbout the Training CentersThe DLA Training Centers are located in King of Prussia, PA, Montvale,NJ and Pittsburgh, PA. We offer superior training away from theDealership and in an environment advantageous to learning. Our 10,000square foot, state-of-the-art facilities are designed to offer a full rangeof classes to meet the training needs of every one in your Dealership.We offer controlled classroom sizes that allow for both group andindividualized training.Training StaffAll Training is done by DLA Certified Trainers who are employed byDavid Lewis & Associates. Our Trainers have extensive backgroundsin specific areas of the Dealership and come from a wide range ofRetail Automotive experience. Feel confident your Dealership willengage in a superior Training Program with a strong curriculum andtop-notch Trainers.Certification ProgramTraining at the DLA Training Centers is recognized through the DLACertification Program. We are proud to distinguish our students for theskills they achieve and do so by officially recognizing that they havecompleted and mastered these programs successfully. We Offer Courses For: Dealers - General Managers - Service Managers Sales Managers - F&I Managers - Secondary Finance Managers - Internet/BDC Managers - Internet/BDC Reps Salespeople - Service Advisors The only complete Automotive Training Centers in the country! PHILADELPHIA - NY/NJ METRO - PITTSBURGH Coming Soon! CLEVELAND & CINCINNATI

ESTIMONIALS “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 “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 “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 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!” Carolyn Shoop, BDC Director at Bergey’s Chevrolet

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

SALES The curriculum for DLA Training has been designed to allow for maximum achievement of the ideas and concepts that are presented. The material is up to date, refreshing and created to achieve tremendous results. All DLA Trainers are certified through our internal DLA Training program and represent the best the industry has to offer. All courses are available in the Dealership, at one of our DLA Training Centers and online through our DLA Online Training portal. The following pages represent the courses that are available. Entry Level Sales Negotiations for Salespeople Advanced Sales Level 1 Leasing for Salespeople Advanced Sales Level 2 Prospecting & Follow-Up Objections Level 1 Understanding Your Customer Objections Level 2 Common Mistakes Salespeople Make Phone-Ups Level 1 Social Media Marketing for Salespeople Phone-Ups Level 2 Selling In-Service

ANAGEMEN Advanced Sales Management Advanced Management Negotiations Advanced Used Car Management Leasing for Managers Increasing Profits 50k Plus Per Month Leadership Coaching Hiring / Motivation Train the Trainer

David Lewis & AssociatesSALES COMMON MISTAKES SALESPEOPLE MAKE F&I S LEADERSHIP TRAIN THE TRAINER WINNERS V SERVICE MANAGEMENT STRESS MANAGEMENT PHO

Industry Leading Online Training What You Will Learn The DLA Online Training Program is designed DLA Online was developed by car people who to let you train at your own pace. It can be train car people. Included with DLA Online is used as a complete training environment both an extensive reporting and certification or as a reinforcement tool subsequent program that will ensure videos are being to attending a class at one of our training watched and comprehended. Our online centers or following an In-Dealership courses will help your Dealership capitalize workshop session. DLA Online provides you on every opportunity in every aspect of your and your staff access to over 1,000 training videos of great material and is available 24/7 & AssociateDealership. Build your team and your profitsDavid Lewisonanydevice. with DLA Online training! SECONDARY FINANCE SALES BDC SALES MANAGEMENT VS. LOSERS SERVICE BDC SERVICE ADVISORONE OPERATOR/RECEPTIONIST/ADMIN SALES MEETING

NTERNET/BD Internet/BDC Lead Generation Entry Level BDC Internet/BDC Management Entry Level Service BDC Internet Sales Advanced Service BDC

F&IEntry Level F&IAdvanced F&I ConceptsF&I Service ContractsF&I Boot CampBeginner Menu TechniquesAdvanced Menu Techniques

FIXED OP Advanced Service Advisor Techniques Understanding the Service Customer Effective Service Walk-Arounds Service Advisor Phone Techniques Advanced Service Management Concepts Service Staff Retention Advanced Service Revenue Creation Effective & Profitable Express Service Processes Management Service Advisor Training Introduction to Service Management Introduction to Service BDC Advanced Service BDC Concepts

Introduction to Secondary Finance SECONDARYAdvanced Secondary Finance FINANCEInventory ConceptsSecondary Advertising TechniquesSecondary Prospecting for SuccessUnderstanding the Secondary Customer

ENERAL Receptionist/Phone Operator COURSE Business Etiquette How To Deal with Stress Winners vs. Losers Psychology of Sales How To Avoid Negativity

Dealership TM A David Lewis & Associates Publication Dealership DECEMBER 2016 INSIGHTFUL ARTICLES USEFUL TECHNIQUES TM A David Lewis & Associates Publication CURRENT TRENDS AND TOPICS HELPFUL TIPS GtheettBinegst AND MORE ... from your BDC Each month, Dealership Overdrive delivers the newest ideas, trends and ISstDayiginitgalDInFo&TeuIsinnSeaYwloeuistrhTDrTaoeiDnaedalleiarenshyirpg’sshRTieepacD’ECsEMlhBERl20T1MFy5nuoWtluDooearlgreerksyh?ip? 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 MAY 2015 Dealership NOVEMBER 2015 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 Customers 4 Buying Factors The Meet and Greet Where To Find Good Sales CandidatesWhat An Interview with The 3 Things that Howto Why Customers Object tops Steve Bierwirth Kill a Phone Up DealwithFemaleCustomers uccess? Turning Service Loss The 7 Service Meet & Greet No-No’s IN SERVICE Mailers Into How Your Attitude Affects Your Altitude Profit Providers Batcave Muscle Mad Max Rides Again!

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