D.J. Stringer

 Garage Composites

 With over 20 years in the Powersports/Marine and RV industries, D.J. Stringer has experienced the success that comes with simple dedication to a structured sales and F&I process proven to work in the real-world day-to-day dealership environment regardless of the brand or the size of the store.  D.J. has held every position from porter to dealer principal, and almost every one of them in-between, but one of his favorite positions is that of dealer educator (or what some people call a “trainer/consultant”). D.J. now spends most of his time in dealerships doing training, on stages giving sales and F&I presentations, and moderating 20 Clubs, but when he has some free time, you’ll find him skydiving at Drop Zones across the country or out SCUBA diving in South Florida.

"F&I," Does that Stand for Fairies and Imps?...No, the Money is Real

Thursday, November 14
2:00 - 3:00 p.m.

D.J. Stringer, Garage Composites

Just like fairies and imps, some people believe in F&I and others don’t. Those who do believe, get introduced to a magical world of profits that people who don’t believe can never even imagine. The profit that a structured F&I department and process can produce is like a fairy-tale come true. By the end of the workshop you’ll have an F&I Department Health Questionnaire and Prescription Form you can use to determine the current health of your dealership’s F&I department, and an action plan for improvement. 

During this workshop, attendees will learn:
  • The basic structure of a top performing F&I department 
  • Necessary components for success including required staffing and products
  • Statistics used to measure the performance of the department 

This is Not Baseball: Three Swings and You Are Not Out in F&I

Thursday, November 14
3:15 - 4:15 p.m.

D.J. Stringer, Garage Composites

Just like in a baseball game, there are a lot of statistics that we can talk about in the F&I game. However, unlike a batter in a baseball game, our F&I managers can take more than three swings when they have a customer pitching a string of “no’s.” The number of swings they are willing to take is the difference between having a F&I manager who is striking out on most of the products and one that is having a winning season. During this presentation, you will learn methods to increase your product penetrations through simple and consistent presentation methods. 

During this workshop, attendees will learn:
  • How to warm up for the opposing pitcher (customer)
  • When to swing the F&I bat 
  • How to take seven swings at an ESC sale 

Santa Clause and Extended Service Agreements: The Science of Using Stories in the F&I Office

Thursday, November 14
4:30 - 5:30 p.m.

D.J. Stringer, Garage Composites

I heard a kid say one time, “Santa isn’t real!” What? Santa still brings me presents every year so he must be real. Another time, I heard a customer say, “Extended Warranties are a rip-off!” What??? They must have some value because I get a huge claim check in my Service Dept and see lots of customers save BIG $$$. By the way, do you know why Santa decided to dress himself in red and white? How about why Santa leaves a lump of coal for the bad kids? How did stocking stuffers start? The stories that surround Santa and the Holidays are what makes Santa real for us, and we must use stories to make other things real, too…like ESC and GAP contracts. It’s no secret that stories sell and have been used to sell us things since childhood, but do you know why? It’s neuroscience! In this session, the participant will learn the secrets of the human brain and what makes a story work. We will explore how to use the secrets of science to make F&I contracts come to life for the customers. Participants will learn how to effectively create and tell stories that will increase their product sales. 
During this workshop, attendees will learn:
  • What an F&I story is and how to use story creation road map 
  • The components of an F&I story essentials checklist 
  • The importance of stories in F&I