BVRLA Professional Development for Leasing Members

Professional Development Training Course: Compliant Selling: Selling with Integrity In its review into the motor finance sector, the FCA emphasised the importance of ensuring that the customer fully understands the product they’re buying. This course helps the learner to understand the regulatory requirements of selling in order to prevent consumer detriment.

Suitable for:

This course is designed for anyone who would like an understanding of how and why FCA requirements shape the sales process.

Course content: - Treating customers fairly - Knowing your customer - Responsible lending - Affordability - Doing the right thing - Compliant distance marketing

Course duration: One day Course dates: 11 June 2019 Course cost:

£250+VAT (Member price), £315+VAT (Non-Member price)

Learning outcomes:

At the end of this course, delegates will fully understand the potential consequences of not following a compliant sales process and what impact it has on themselves and their employer in the eyes of the FCA. They will also understand that doing this will lead to trouble-free sales, better referrals and more income!

Check availability and book online at bvrla.co.uk

“Ensuring your sales process is compliant will help safeguard your business.” Senior Compliance Officer, BVRLA

Feb 2019

Professional Development Training Course: Compliant Selling:Roadmap to Successful Sales FCA expectation is that customers are given the right information at the right time to help them make an informed choice. This course helps the learner gain the necessary competences to support a compliant sales process by helping them understand how to ask the right questions.

Suitable for:

This course is suitable for any sales broker who would like to improve their ability to deliver a compliant sale and to close a deal that is right for the customer.

Course content: - Comprehensive customer fact-finding - Competent documentation of Demands and Needs

- Objection handling - Closing the sale - Role-playing using real-life scenarios to

demonstrate ‘what a good/bad job looks like’

Course duration: One day Course dates: 12 June 2019 Course cost:

£250+VAT (Member price), £315+VAT (Non-Member price)

Learning outcomes:

At the end of this course, delegates will understand the roadmap of a compliant sales process, have developed their questioning techniques and be better prepared to respond to customer objections and challenges. They will be able to facilitate a better customer experience leading to increased sales/referrals.

Check availability and book online at bvrla.co.uk

“Well trained staff will help organisations to protect their reputation and attract repeat business.” Learning & Developoment Programme Manager, BVRLA

Feb 2019

Professional Development Training Course: Finance Essentials for Account Managers Account Managers with an update of the essential financial knowledge required to sell the right product in either a B2B or B2C environment. Account Managers will be better able to guide and support fleet procurement decisions and understand the impact on individual employees and leasing customers.

Suitable for:

Sales directors, account managers, business development managers – any automotive professional wishing to refresh their knowledge of accounting for leases.

Course content: - New Lease Accounting Standards (IFRS 16) - Key benefits of leasing - Explaining Balance Sheet, P&L, Cash Flow - Sources of finance and funding options - Fleet Procurement Decisions - Leasing and VAT - Corporation and personal taxation

Course duration: One day Course dates: 21 May 2019 Course cost:

£300+VAT (Member price), £375+VAT (Non-Member price)

Learning outcomes:

You will understand the key principles of lease accounting and the role of financial statements You will understand different funding options and the effect of taxation You will appreciate the impact of IFRS16

Check availability and book online at bvrla.co.uk

“This course will help organisations to effectively manage their conduct risk.”

Director of Member Services, BVRLA

Feb 2019

Professional Development Training Course: SM&CR: Are you ready?

Provides the necessary insight into the upcoming Senior Managers and Certification Regime, the most significant change in FCA regulations since 2014. It will cover the potential impact of the change and an understanding of the steps required for regulatory compliance.

Suitable for:

Anyone with responsibility for the implementation for the regime will benefit from attending, including Senior Managers responsible for compliance, HR, legal and operations.

Course content: - Overview and implementation dates - Firm classifications - Prescribed responsibilities - Code of Conduct - Procedural and training requirements - Statements of Responsibilities - Building a project plan

Course duration: 3 hours; either 09.30-12.30 hrs or 13.30-16.30 hrs Course dates: 23 May, 16 July 2019 Course cost:

£150 + VAT (Member price), £175 + VAT (Non-Member price)

Learning outcomes:

You will appreciate the background to the regulation change and the differences between Approved Persons and Senior Managers. You will understand the new Code of Conduct as it applies to Senior Managers and other employees and take away a specimen Statement of Responsibilities.

Check availability and book online at bvrla.co.uk

“For those who are compliance focussed and wish to gain a better understanding of what the FCA will expect.”

Senior Compliance Officer, BVRLA

Feb 2019

Professional Development Training Course: NLP Skills for Effective Selling Neuro-linguistic programming skills improve and enhance communication, rapport building and goal setting and have a proven and positive effect on business performance. In our sector, where communication is a key competence, it is particularly relevant across many disciplines.

Suitable for:

Any role where communicating is key, particularly important for those in Sales or Account Management.

Course content: - Building rapport - Matching, pacing and leading a customer - Body language and eye accessing cues - How to elicit the right response?

- Using open and closed questions - Listening skills at a deeper level - Using keywords and strategies

Course duration: One day Course dates: 26 June, 17 September 2019 Course cost:

£300+VAT (Member price), £375+VAT (Non-Member price)

Learning outcomes:

You will gain a good understanding of how NLP (neuro-linguistic programming) skills can improve sales through enhanced customer communication and rapport building.

Check availability and book online at bvrla.co.uk

“This was the best sales course I have attended and will encourage me to explore NLP more.”

2018 Course Delegate

Feb 2019

Professional Development Training Course: Selling Contract Hire This course explores the range of vehicle funding methods with a particular focus on Contract Hire.

It also aims to equip delegates with the knowledge and confidence that is fundamental to offering customers an outstanding and effective service.

Suitable for:

Sales professionals in the Leasing and Fleet Management sectors who have some knowledge of vehicle acquisition methods.

Course content: - The intial sales call: creating links and rapport - The proposal: Context and audience - The proposal: General rules and structure - The proposal: Customer requiremnts - The proposal: Quotation and projected savings - The presentation: Planning, preparing, delivering - Negotiating: Process, problem solving, closing

Course duration: Two days

Course dates: 5 & 6 June 2019

Course cost:

£500 + VAT (Member price)

Learning outcomes:

You will gain enhanced knowledge of funding options You will gain improved sales effectiveness skills You will understand how to present products to customers in innovative and engaging ways

Check availability and book online at bvrla.co.uk

“Encouraged involvement and made it applicable to our role.”

2018 Course Delegate

Feb 2019

Professional Development Qualification: Certificate in Fleet Management This programme has been designed to give participants an insight into current best practice for effective fleet management. It will help participants to develop and deliver customised fleet solutions to prospective and existing clients, enabling organisations to deliver a superior value-added service.

Suitable for:

This course is suited to Account Managers, Sales Managers, Consultancy and Mobility Executives, Business Development Managers, New Business/Sales Executives and Customer Relationship Managers.

Course content: Module 1 - Client expectations and Consultant Roles - Car Fleet Management - Assest Management - Risk Management - The Market - Fleet Policy

Module 2 - Administration needs and solutions - Finance needs and solutions - Acquisition needs and solutions - Legislative needs and solutions

Training providers:

This Programme is run in conjunction with the Institute of Car Fleet Management (ICFM) and is externally accredited by the Institute of Leadership and Management (ILM). It provides a nationally recognised professional qualification upon successful completion.

Check availability and book online at bvrla.co.uk

“The course gives the fleet sales consultant much needed accreditation in our industry and helps to build respect among clients and prospects alike.�

2018 Delegate

Mar 2019 Mar 2019

Certificate in Fleet Management Programme benefits: What’s in the programme for you and your company?

At the end of the programme you will be able to: - Identify the key features and benefits of all relevant acquisition options, taking into account the strategic, operational and financial goals of the client business.

- Prepare an acquisition plan and policy to meet both short and long term needs of the client’s business.

- Obtain, through enhanced credibility and professional image, a market edge in comparison with the competition.

- Gain personal confidence from a vocational qualification that will be immediately recognised by the client and the industry.

Your company will benefit through: - Delivery of a superior value-added service which supports client retention.

- Strengthened relationships with clients as delivery solutions become more specific to each client’s individual requirements.

- Further improve your standards of customer service.

Course duration:

4 days (2 for each module)

Course dates:

8-9 May, 10-11 July 2019

Course cost:

£1850 + VAT (Members only)

Find out more at bvrla.co.uk

A successful 10 year programme run for Members by the BVRLA

Email training@bvrla.co.uk