For this month’s Agent Profile, I traveled to Clearwater, Fla., to sit down with Randy Crisorio, president and CEO of United Development Systems Inc. (UDS).

Crisorio founded UDS more than 30 years ago, and he has found success on two fronts: as a provider of F&I and aftermarket products as well as first-class F&I training and development. In fact, UDS and its team of trainers, led by Gerry Gould, has been ranked among the best in the business by Auto Dealer Monthly for eight straight years.

I wanted to know whether UDS’s focus on training was present from the start; Crisorio assured me that it was. And as you’ll see in the video, his advice to agents hinges on the value they bring as trainers and consultants.

“What the dealer expects is, in my opinion, en masse, a high degree of competency, a high level of professionalism in advancing the staff of the dealership,” Crisorio said. “… So if they’ve got a competent F&I partnership with an agency, with an F&I company, I think that’s exactly what they would be looking for."