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Do you have a finance acquisition business plan? In today's market, knowing the buying habits of your lenders could determine your dealership's survival.
Read More →Building customer rapport, tailoring a menu to the customer’s needs, and not using hard-sell tactics are definitely three keys to successful F&I product sales. But in today’s dismal setting, the sales department really needs to be part of the equation.
Read More →Our special finance insider travels to Lower Manhattan to report on how the changing credit landscape has led to tightening advances for dealers and lenders alike.
Read More →Early January is Christmas come late in the special finance business. As customers begin to receive their tax refunds, auto dealers stand ready to cash in. Here’s how lender spread, inventory, marketing and process figure into the equation.
Read More →In the second half of our panel discussion, lenders faced tough questions from dealers. Here’s what they had to say.
Read More →I was asked at the magazine’s September F&I Conference and Expo when I thought this mess we’re in would turn around. My response was, “Ask me again this time next year.”
Read More →I have the opportunity to work with several clients that provide sales and F&I training to dealers. On those occasions where I’m asked to help develop training content, I always include a section on payment packing.
Read More →OK, so I need to ditch the tie and suit. At least that’s what Deanne Kornacki told me after one of the workshops at our Powersports F&I Conference in September.
Read More →I have the opportunity to work with several clients that provide sales and F&I training to dealers. On those occasions where I’m asked to help develop training content, I always include a section on why dealers need to avoid payment packing — the practice of loading up the monthly payment with charges for aftermarket products the customer has neither agreed to nor requested.
Read More →Parts and accessory sales might seem like a sales thing, but there's a way for F&I professionals to get in on the act as well. F&I expert discusses how and why it can help keep your customers in a buying mood.
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