Wheeler Pledges to 'Make Coaching Great Again' at Agent SummitLAS VEGAS — Trainer and executive Michael “Ritch” Wheeler of American Financial & Automotive Services will present a session focused on F&I training and its impact on agency success at the upcoming Agent Summit, organizers announced Tuesday. The event is expected to draw more than 1,000 agents, agent principals, speakers, and F&I executives to Las Vegas this May.

“I am really pleased that Ritch has agreed to present on this topic as he is highly qualified to do so,” said Randy Crisorio, president and CEO of United Development Systems (UDS) and chair of the Agent Summit advisory board. ”Most of us would agree that our work really begins once the account signs on and the F&I pro will zero in on elevating performance of the staff in place. Coaching those staffers for PERSONAL GROWTH is the key to long-term client relationships and the rewards of success for all parties.”

Agent Summit kicks off Sunday, May 20, at the Venetian & Palazzo Resort Hotel Casinos. Wheeler’s session will begin at 1:45 p.m. on Tuesday, May 22., kicking off an afternoon schedule that will continue with sessions dedicated to “Competitive Targets” and “Recruitment and Retention.”

“I’m excited about the chance to give this presentation on coaching because I know how vital it is to our industry,” said Wheeler, who serves as Texas and Louisiana regional sales manager and senior director of training for American Financial. “Front-end compression is causing gross profits to shrink, and dealers are looking to their business managers to make up that difference. Back-end gross profit has never been more important than it is today. As agents we have a chance to be more than just a product provider, but rather a true partner in the store’s success.”

Wheeler is expected to address a number of challenges familiar to agents who provide F&I training, including the need to provide effective coaching, nurture and promote talent, and keep the business office on track.

“Our business managers are oftentimes the best salespeople in the dealership, but we as an industry haven’t focused on helping them get better,” he said. “This session will focus on how to make the best of the best even better through coaching and development. We will focus on how to get your best talent to maximize every deal and sell more product. Don’t let your all-star player have a bad game. Coach them to be great!”

Registration for Agent Summit 2018 is now open at the event’s website. To discuss sponsorship and exhibition opportunities, contact show chair David Gesualdo at 727-947-4027 or via email.