February 2009 - Feature
By Glenn Roberts
Today’s credit crisis means one thing: It’s back to basics. F&I expert lays out six principles guiding today’s reality, and discusses why sales will be critical to your dealership’s success.
Tags: CREDIT AVAILABILITY, DEALERS, Qualifying Buyers, SALES DEPARTMENT, TIPS FOR SUCCESS
By Amit Maheshwari
While dealers continue to seek out new profit streams, one area of potential new business remains relatively untapped — the automotive accessory market.
Tags: Accessory Market, CREDIT AVAILABILITY, DEALERS, DEALERTRACK, SALES DEPARTMENT, TIPS FOR SUCCESS
September 2005 - Feature
By Jan Kelly
Big improvements can be accomplished with relatively minor changes to procedure. Clear guidelines from management can go a long way toward increased productivity.
Tags: TIPS FOR SUCCESS
July 2005 - Feature
The first step in deciding where you want to go is knowing where you've been. Forecasting is based on past production and all the factors affecting it.
May 2005 - Feature
Just because customers decline a product or service at the time of purchase doesn't mean they won't reconsider if asked again.
Tags: DEALERTRACK, LENDER DOCUMENTATION, SALES TACTICS, TIPS FOR SUCCESS
February 2005 - Feature
To maximize the dealership's cash flow, F&I staffers should track loan docs through the funding process.
Tags: CASH FLOW, E-CONTRACTING, LENDER DOCUMENTATION, TIPS FOR SUCCESS
November 2004 - Feature
It's a terrible feeling when you've put great effort into a deal only to see it go splat because you can't get the customer's loan approved. Don't let this happen to you.
Tags: credit bureaus, getting lender approval, LENDER DOCUMENTATION, TIPS FOR SUCCESS
October 2004 - Feature
Organization and disclosure are essential when paperwork can make or break a deal.
Tags: CSI, deal structure, documentation, SALES DEPARTMENT, TIPS FOR SUCCESS
September 2004 - Feature
Menus don't sell products — people do. But effectively using them as a tool during the deal will ensure more sales and full disclosure.
Tags: F&I process, Menu Selling, TIPS FOR SUCCESS
May 2004 - Feature
Mastering the art of negotiation includes using the power of small numbers and making an impression with your last words.
Tags: F&I presentation, TIPS FOR SUCCESS, training
March 2004 - Feature
On your mark . . .
Tags: CUSTOMER SERVICE, F&I presentation, TIPS FOR SUCCESS, training
February 2004 - Feature
In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.
Tags: F&I process, F&I products, TIPS FOR SUCCESS, training
October 2003 - Feature
No one is going to do business with you until they believe you care about what is important to them.
Tags: CUSTOMER SERVICE, F&I process, TIPS FOR SUCCESS, training
August 2003 - Feature
Those first few seconds with the customer can mean the difference between success and failure.
Tags: CSI, CUSTOMER SERVICE, F&I process, TIPS FOR SUCCESS, training
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By Gregory Arroyo The editor is looking for six dealers to honor at this year's F&I Conference and Expo. One of those dealers will be name the F&I Dealer of the Year.
By Gregory Arroyo So, who has the best menu? Well, that very question will be at the center of a special panel discussion at this year's F&I Conference and Expo.
By Gregory Arroyo
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