New Session Announced: Making Money in a Low Inventory Environment

LAS VEGAS – Organizers of Agent Summit announced that during the New Business Opportunities segment of the 2022 agenda, Gerry Gould, president of Gerry Gould & Associates, will explore new ways in which agents can achieve success in a low inventory environment. Agent Summit will take place May 15–18 at Caesars Palace in Las Vegas.

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While most dealers have figured out how to secure pre-orders in the current low inventory environment, many miss the opportunity to maximize the profitability in their F&I department. The main culprit is F&I managers not fully engaging with those customers in the dealerships pipeline. With little or no F&I presence during the customer’s “waiting period,” securing maximum profitability is compromised. After all, a lot can happen while the customer is waiting for the vehicle to appear. One of the most effective strategies for your client's F&I teams to prosper in this low inventory environment, is to take immediate and consistent action. 

“Where is F&I? With thinner inventory across the country, it’s not surprising for dealers to have a stockpile of pre-ordered vehicles in their pipeline," said Gould. "The challenge becomes, not only to ensure customers stay out of the market before they find competitors, but also, how to maintain the profitability. The F&I department’s contributions can be a critical factor in meeting these tasks. The department’s early involvement will only enhance the opportunity. F&I managers who take immediate action with direct, and consistent communication with customers in the pipeline will change the dynamics of the buyer/seller relationship.” 

General agents who attend "Making Money in a Low Inventory Environment" will leave with tips, techniques, and tactics aimed towards motivating their clients to take the necessary steps that ensure a smooth and profitable F&I outcome. From an F&I manager’s preliminary contact to their pre-delivery discussion, process and procedures designed to build a strong connection and exceed expectations with the dealerships customers in the pipeline will be presented.

Gerry Gould has over three decades of automotive sales, and management experience. He began his automotive career as a sales consultant at Fitzgerald Hicks Dodge in Salem, N.H. Soon after, Gerry and his father opened Gould Auto Sales as an independent pre-owned dealership in Lawrence, MA which they later sold. After the sale, Gerry was hired at Ira Oldsmobile-Toyota in Danvers, Mass. as a sales consultant where he swiftly moved through the ranks of virtually all front-end management positions. In 1996 Gerry joined the team of David Lewis & Associates where he dedicated his knowledge and experience to training others. Following a successful tenure with David Lewis & Associates he relocated to Florida in 2002 where he held the position of Florida's Regional F&I Director for AutoNation the nation's largest automotive retailer until 2009, when he accepted the position of director of training for United Development Systems, a well-established general agency focused on F&I performance and development. Through the years Gerry has spoken at and held numerous workshops for groups and conferences related to automotive front-end operations. He has also crafted several sales and F&I management training programs, and published numerous articles in industry journals. 

Now in its 11th year, Agent Summit is designed to benefit agents and agencies of all sizes, levels of experience and catering to multiple specialties. The 2022 agenda is comprised of the general Agent Summit educational tract, the Participation & Reinsurance Symposium, breakouts targeting agencies of different levels, and a tract dedicated to New Business Opportunities. 

The event's Early-Bird registration rate of $945 will remain in effect until April 14. Attendees may reserve their room at the event's discounted rate of $209/night which will remain in effect until April 29. 

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For additional information visit the event’s website. To explore available sponsorship opportunities, contact David Gesualdo via email or at 310-738-3692.