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Dealership avoidance is becoming the new normal for car buyers, according to a new study. It showed that one in six shoppers skipped the test drive and nearly half visited one or no dealers prior to making a purchase.
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Think your insurance company will cover your dealership’s compliance shortcomings? The magazine’s compliance expert examines recent litigation involving a major dealer group that suggests otherwise.
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Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine’s F&I expert has the answer, a plan that accounts for a new market dynamic.
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Attitude might not be everything, but the magazine’s F&I insider says it can be the determining factor of success in many situations faced by today’s F&I pros.
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The oil boom in North Dakota has fueled record sales for Kupper Chevrolet. And thanks to a few minor tweaks, the store’s F&I department has adapted nicely to its cash-flush clientele.
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Two years ago, Toyota began overhauling its digital engagement strategy. Its latest development is Notebook, an online tool the OEM hopes will deliver higher quality leads to its dealers.
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The magazine’s compliance expert delves into the motivations of wrongdoers and offers a reminder that no crime is insignificant.
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In the same month Consumer Reports advised consumers to skip vehicle service contracts, J.D. Power reported that vehicle dependability declined for the first time in 15 years.
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F&I managers can’t sell to customers they don’t see. The father of the F&I menu provides an action plan for convincing management that every customer must visit the F&I office at the time of sale.
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Dealers would do well in aligning F&I pay plans with their objectives. But as the magazine’s newest contributor explains, adding another wrinkle to F&I pay plans may not be the best thing.
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