Articles

Hewlett Dealerships Offer Special Services

As more consumers encounter credit hardships, a dedicated special finance operation can serve this segment more effectively. Today's market demands catering to these customers and their unique needs.

Sonic Takes The High Road

Increased scrutiny of dealerships' compliance efforts led Sonic Automotive to overhaul its procedures. After some growing pains, it's now setting the standard for dealers nationwide.

Filling Empty Heads About Negative Equity

Even if the statute of limitations on Regulation Z has passed, state courts still look to the FTC's interpretation to guide their application of state deceptive trade practices statutes. Don't get burned by a lack of understanding.

30 Questions You Need To Ask Customers

Invite customers to talk about their needs and concerns by asking questions that elicit detailed responses. Make every question part of your needs-discovery process.

Quoting Payments: The Rules, Risks and Getting it Right!

Inflating a monthly payment quote to leave room in the deal is not only unethical, it's illegal. Instead of promising the "best rate," give your customers all the facts and let them make an informed decision.

Closing the Deal with a Hybrid Menu

Instead of using the menu as a crutch, give your customers a prepared presentation based on your own knowledge. They can better choose their options from the menu after listening to you.

Bad Heart or Empty Head

Well-meaning dealers who violate a regulation can be held just as responsible as someone who is ethically challenged. The time and effort required to keep informed is worth the avoided penalties.

Don't Get Left Behind Without a Menu

A rapidly shrinking number of dealers have yet to embrace menu selling. Electronic menus have secured a place in the F&I office due to their speed, accuracy and contribution to compliance.

Should F&I Managers Have a License To Sell?

Creating the Ultimate F&I Pay Plan

F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.