F&I Education Workshops

The F&I track will provide a variety of sessions that will help dealers maximize profits, while understanding the importance of ethics and customer satisfaction. Attendees are eligible to earn continuing education units (CEUs) for their participation in applicable Vendor Training +Plus sessions and the RV Learning Center's educational workshops. 

Workshops and speakers subject to change. 

WEDNESDAY, NOVEMBER 7

No Score Impact: Pull Full Credit Reports with Basic Contact Information & Consent

Wednesday, November 7
9:00 - 10:00 a.m.


Scott Krausman

Qualify Wizard

A room that laughs is a room that learns! Scientific data suggests that joining in when you hear laughter is more than just contagious; it helps you understand what that laughter means. This Las Vegas themed session will start with a card trick that echoes the challenges dealers face in marketing and retailing RVs.  The ability to pull complete credit bureaus without private contact information or by impacting consumer credit scores is a privilege only lenders typically see. Session attendees will participate in their own fundamental education on soft inquiry / full credit bureau technology and learn how their dealership can exercise this right. We'll reveal how this platform represents solutions to the challenges they face in the showroom, the web, RV Shows, from the competition, and in advertising. At the end of the session, Scott will show the participants exactly how to execute this "impossible" card trick and symbolizes the solutions based subject matter that was presented.

During this workshop, attendees will learn:

  • New sales tools for the showroom and RV shows
  • How to generate leads with complete credit reports
  • Skills to enhance existing (digital & traditional) ad campaigns

 THURSDAY, NOVEMBER 8

Handling Objections on the Menu

Thursday, November 8
9:00 - 10:00 a.m.


Shawn Moran

Brown & Brown Recreational Insurance

Participants will learn how to overcome eight of the more common objections that business managers encounter in the F&I office during a menu presentation. Shawn will explore in depth the ways to stay non-confrontational with our clients, while properly acknowledging their concerns and re-presenting the benefits of being protected properly on their new RV investment. These techniques will build back value to sway the customers toward the protected route as opposed to the self-insured route. 

During this workshop, attendees will learn:

  • Conversational techniques to overcome objections
  • How to distinguish the customer’s real objection
  • Key points in building value in F&I products for your customers

 FRIDAY, NOVEMBER 9

Compliance: Data Security in the RV Eco-System

Friday, November 9 
8:00 - 9:00 a.m.

James Ganther, Esq.
Mosaic Compliance Services, LLC

The FTC Safeguards Rule requires RV dealerships to protect their customers' nonpublic personal information from unauthorized disclosure or access.  But is complying with the Safeguards Rule enough?  The unique demographics, usage patterns, and habits of RVers makes data security a greater challenge for dealerships, as well as other players in the industry.  This presentation will examine data security best practices, as well as the ways RV dealerships can be the key player in improving data security throughout the RV Eco-System. 

During this workshop, attendees will learn:

  • How to meet data security obligations for the dealership without breaking the bank
  • What the RV Eco-System is and why it exists
  • Ways to overcome unique data security challenges within the RV Eco-System

Compliance: Hot Topics in Compliance Today

Friday, November 9 
9:15 - 10:15 a.m.

Randy Henrick
Mosaic Compliance Services, LLC

This session will focus on hot current topics of primary interest and concern to RV dealers. Randy will discuss the Military Lending Act in light of the recent Department of Defense regulation that financing GAP or credit insurance takes the transaction out of the financing a secured vehicle exception and makes it subject to the MLA which precludes using a vehicle title as security. Randy will also discuss the implications of the "Me Too" movement on sexual harassment and the need for dealers to implement a comprehensive sexual training program including a zero tolerance policy on sexual harassment and a hostile workplace environment. Dealers can also expect to learn information on recent advertising enforcement actions by the FTC and the rules of the road for advertising in electronic media where the FTC has focused its attention in many recent advertising enforcement actions.

During this workshop, attendees will learn:

  • Implications of selling GAP and credit insurance to MLA covered borrowers
  • How to create a zero-tolerance policy on harassment and employee training program
  • Key reasons why dealers need to be careful texting with consumers