The F&I Foundations Course is designed for those who are new to the F&I role—or considering a move into it. Whether you’ve recently stepped into F&I, have less than a year of experience, or work in another area of the dealership and want to understand how F&I contributes to overall performance, this course provides the essential starting point.

You’ll gain a clear understanding of the purpose and responsibilities of the F&I department, the key processes involved, and how F&I connects with broader dealership operations. Rather than focusing on advanced strategies or individual product knowledge, this course emphasizes fundamental concepts, terminology, and workflows. It lays the groundwork for future development and prepares you to contribute effectively as you grow in the role or collaborate with F&I professionals.

Unlike traditional trainings that focus on isolated skills or products, this course takes a holistic approach to F&I success. It emphasizes not just the F&I department but also the dealership-wide sales processes that contribute to sustainable growth. 

THIS COURSE IS OFFERED IN BOTH US AND CANADA.

Session Length: 4 Live Classroom Sessions (90 minutes each) Plus Self-Study, Completed Over 30 Days

Key Objectives & Competencies:

• Assess Performance: Identify strengths and growth opportunities as an F&I Manager to optimize your impact.
• Develop a Comprehensive F&I Road to the Sale: Create a dealership-specific strategy with proven techniques to boost penetration and profits at every stage.
• Design a Virtual F&I Experience: Adapt your F&I process to meet the demands of today’s digital-savvy customers.
• Navigate Key Regulations: Review essential F&I regulations and learn strategies to stay compliant with evolving requirements.
• Integrate Sales Consultant Training: Enhance the effectiveness of your sales team by aligning their role with F&I objectives.
• Understand Diverse Customer Profiles: Tailor the F&I experience to meet the unique needs of different customer segments.
• Create a Personalized Action Plan: Walk away with a targeted plan to implement immediate, impactful changes in your dealership.

Our Parts & Accessories Management I Course will provide you with an in-depth look at inventory strategies, margin management, and leadership skills. After completion, the parts manager will be able to identify ways to make your inventory turn faster, at higher margins, driving additional profitability. Students will also have a better understanding of what metrics and processes drive the department. This knowledge will increase communication within the dealership and improve profitability within the department. In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lectures.

This course will utilize NCM's Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.

• Live Session 1: Building the Foundation for a Thriving Parts Department
• Live Session 2: Maximizing Your Inventory
• Live Session 3: Reducing Frozen Capital, Obsolescence, and Lost Sales
• Live Session 4: Mastering Your Physical and Perpetual Inventory

To maximize your learning from this course, all 4 live sessions are mandatory. Individual sessions are available for purchase, contact our team for more details.

Session Length: 4 Live Classroom Sessions (75 minutes each) Plus Self-Study, Completed Over 30 Days

Key Objectives & Competencies:

• How to manage a parts department for maximum profitability
• Develop pricing strategies to maximize margins and increase sales
• Utilize a variety of formulas to measure inventory performance
• Manage numbers through NCM Benchmarks and key performance indicators (KPIs)
• Understand and rate your dealership on the 35 key processes for the parts department
• Measure inventory through gross turn and true turn performance measurements

NCMi's Sales Consultant I course focuses on helping both new and experienced salespeople develop the skills and work habits that lead to predictable, consistent growth. This course will focus on building and improving skill that allow salespeople to identify and navigate a variety of opportunities that relate to any sized dealership, while establishing accountability and gaining confidence with face-to-face customer interaction. In the retail automotive environment, the sales consultant is an essential piece in the sales process.

By learning and implementing the key procedures, best practices, and strategies that are proven to work in any marketplace, your team will be prepared to move more units while growing their earning potential. Our courses are designed to promote interaction between veteran instructors and your industry peers. We believe this environment ensures all students get the personalized attention they need to retain the critical skills necessary to succeed back at the dealership. In this course, students will experience interactive, instructor-led discussions, participate in interactive role playing and group activities, and learn how to master the art of new and used vehicle sales. Introductory pricing of $599 available for a limited time.

• Live Session 1: Sharpening Your Selling Tools
• Live Session 2: How to Handle Objections with Ease

To maximize your learning from this course, both live sessions are mandatory. Individual sessions are available for purchase, contact our team for more details.

Session Length: 2 Live Classroom Sessions (75 minutes each) Plus Self-Study, Completed Over 30 Days

Key Objectives & Competencies:

• In-person skills that drive sales
• Sales processes and systems for any dealership size
• Buyer personas and how to work with a variety of customer types
• Time management and accountability
• How to handle and overcome objections
• How to sell off-brand vehicles
• Learning to build value propositions
• How to sell opportunities

NCMi's Sales Consultant II course continues building on the foundations from Sales Consultant I, focusing on helping both new and experienced salespeople develop the skills and work habits that lead to predictable, consistent growth. Sales Consultant II has been designed to improve a salesperson’s inbound and outbound phone skills, but also introduces modern, digital techniques that are required to compete in today’s automotive landscape – including texting, email, and video. In the retail automotive environment, the sales consultant is an essential piece in the sales process.

By learning and implementing the key procedures, best practices, and strategies that are proven to work in any marketplace, your team will be prepared to move more units while growing their earning potential. Our courses are designed to promote interaction between veteran instructors and your industry peers. We believe this environment ensures all students get the personalized attention they need to retain the critical skills necessary to succeed back at the dealership. In this course, students will experience interactive, instructor-led discussions, participate in interactive role playing and group activities, and learn how to master the art of new and used vehicle sales. Introductory pricing of $599 available for a limited time.

• Live Session 1: Mastering Your Phone Skills
• Live Session 2: Hitting Your Sales Goals in a Digital Age

To maximize your learning from this course, both live sessions are mandatory. Individual sessions are available for purchase, contact our team for more details.

Session Length: 2 Live Classroom Sessions (75 minutes each) Plus Self-Study, Completed Over 30 Days

Key Objectives & Competencies:

• Developing and utilizing word tracks
• Effective phone communication skills that drive sales
• Modern communication techniques
• Sales processes and systems for any dealership size
• Digital lead handling

Service Advisor Training I equips automotive service advisors with essential skills to boost customer satisfaction and optimize dealership performance. This foundational training emphasizes accountability, customer satisfaction, and performance metrics, providing practical tools to enhance customer retention and improve performance metrics. Students will also gain critical knowledge needed to excel in a dealership environment and build a successful career in the automotive industry. 

• Live Session 1: Setting Yourself Up for Success
• Live Session 2: Using the Numbers to Handle Roadblocks
• Live Session 3: Creating and Maintaining Effective Processes
• Live Session 4: How to Work Smarter!

To maximize your learning from this course, all 4 live sessions are mandatory. Individual sessions are available for purchase, contact our team for more details.

Session Length: 4 Live Classroom Sessions (75 minutes each) Plus Self-Study, Completed Over 30 Days

Key Objectives & Competencies:

• Explain the importance of the service advisor role and its impact on dealership success.
• Calculate and interpret Key Performance Indicators (KPIs) that drive dealership profitability.
• Identify strategies to build trust and rapport with customers to enhance loyalty.
• Demonstrate best practices for each stage of the “Service Road to the Sale” process.
• Compare performance metrics between average and world-class service advisors to develop actionable improvement strategies.

Service Advisor Training II equips participants with advanced skills in profit control, customer engagement, and objection handling. Through guidance from industry experts, attendees learn practical techniques to enhance profitability and strengthen customer relationships. This training builds on foundational skills, focusing on advanced service selling strategies, managing objections, and effective communication. Graduates of the course gain valuable tools to maximize sales, improve interactions with customers and technicians, and drive dealership profitability. 

• Live Session 1: Creating a Productive Work Environment
• Live Session 2: Maximizing Your Productivity
• Live Session 3: How to Sell Using Customer Service
• Live Session 4: Sharpening Your Service Advising Skills

To maximize your learning from this course, all 4 live sessions are mandatory. Individual sessions are available for purchase, contact our team for more details.

Session Length: 4 Live Classroom Sessions (75 minutes each) Plus Self-Study, Completed Over 30 Days

Key Objectives & Competencies:

• Understand the financial impact of discounting and learn techniques for handling discount requests.
• Explore unapplied time and strategies to improve profitability.
• Develop techniques for building trust and loyalty with customers.
• Adapt communication styles across in-person, phone, and email interactions.
• Address common objections (Need, Urgency, Trust, Money, Time) with specific strategies.
• Explain best practices and effective strategies for vehicle Multi-Point Inspections (MPIs) and Additional Service Recommendations (ASRs).

In part one of our three-part Service Management Program, we teach managers the specific skill sets to leverage labor efficiencies and production management through opportunities to do business (OTDB) to maximize department profits. This course will provide a clear path for improved accountability management, leadership, development, and communication of a defined strategy for process evaluation and improvement. Students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.

• Live Session 1: Maximizing Productivity
• Live Session 2: Improving Your Labor Rate and Margins
• Live Session 3: The Service Department’s Road to Sale
• Live Session 4: Recruiting, Hiring, and Onboarding a High Performing Team

To maximize your learning from this course, all 4 live sessions are mandatory. Individual sessions are available for purchase, contact our team for more details.

Session Length: 4 Live Classroom Sessions (75 minutes each) Plus Self-Study, Completed Over 30 Days

Key Objectives & Competencies:

• Understand effective labor rates and gross profit margin to maximize profitability
• Establish and manage the service "Road to the Sale" process
• Learn methods to uncover additional departmental labor hours
• Understand and rate your dealership on the 35 key processes for the service department
• Create a reservation process
• Perform daily start-up meetings with your staff

Part one of three in our Used Vehicle Management Program is the most impactful course in variable management, as most dealerships are struggling to maintain consistent profitability in this department. So much has changed in the last 10 years, there is much to be learned, understood, and embraced. This course will teach all the key elements to predict profitability. In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.

• Live Session 1: Understanding Why the Numbers Count
• Live Session 2: Your Role – The Investment Manager
• Live Session 3: The Path to Productive Used Vehicle Operations
• Live Session 4: Executing Your Used Vehicle Management Plan

To maximize your learning from this course, all 4 live sessions are mandatory. Individual sessions are available for purchase, contact our team for more details.

Session Length: 4 Live Classroom Sessions (75 minutes each) Plus Self-Study, Completed Over 30 Days

Key Objectives & Competencies:

• Understanding the aging process and how to manage it
• Develop a daily process to review all new trades and purchases
• Understand all roles and responsibilities of a used vehicle manager
• Calculate daily holding cost, understand probability of sale, and implement a bucket system to manage inventory
• Implement the daily trade walk/stock walk
• Clearly define and implement an effective appraisal process for your store
• Understand and rate your dealership on the 30 key processes for the used vehicle department