Fred G. Slabine
President, Automotive Training & Development
Over the years, I’ve experienced success in several
different roles both inside dealerships and working
business to business. Here are just a few highlights:
· At Berretta Buick/Pontiac/Yugo in Brockton, MA, I
quickly worked my way up from salesman to Finance,
Leasing, & Rental Car Manager/Sales Manager. There I
consistently exceeded financial goals and expectations,
increasing PRU from $75 to $1150, finance penetration
from 24% to 79%, and L&AH from 0 to 89% in 11 years. I
also implemented an extended service contracts program
that obtained a 67% penetration level.
· As Special Finance Manager at Marlboro Nissan, I used my
proven sales strategies to achieve an exceptional
closing ratio of 80%, while also maximizing profits. I
also trained other colleagues in special finance, so
that they could sustain the program after I left.
· As Customer Support Manager with Market Scan Information
Systems, I trained dealers in the proper use of the
company’s Profit Center Software to increase sales,
gross profits, customer satisfaction, and lease
renewals. I also developed and ran a seminar on the
benefits of leasing versus purchasing cars.
· I created a national training program (Credit
Specialists) to teach others about the importance of F&I
and special finance. Over a ten-year period, I hired and
trained nine trainers in several states to teach
dealerships how to use special finance programs and
extended warranties to accelerate profits and meet the
needs of their credit-impaired clients. Through a
combination of workshops, on-site coaching, and
motivational techniques, our trainers assisted
dealerships in improving their bottom line.
· I worked briefly for a nationally-recognized sales
training organization, before I decided to create my own
company—ATD. I thought I could do a better job if I had
more control of both the content of the program and my
interactions with both dealers and trainees.
Throughout my career, my favorite expression has always
been, “What will it take to make you smile?” It may
sound glib, but it is not just a line. In everything I
do, I adhere to a few basic principles that I believe
are crucial for success in business and in life. First,
be a really good listener and try to understand the
other person’s needs and point of view. Second, treat
everyone with respect and dignity whether they are a
Lexus dealer hoping to boost profits, an inexperienced
trainee looking for a new career, or a credit-impaired
customer wanting to buy a second-hand car. Finally, give
your customers the product or service they really want,
need, and can afford—sales and profits will follow.
What’s more, you’ll develop customers for life.
Please check out our website, and if you have any
questions or concerns, feel free to contact me. I look
forward to hearing from you.