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Compliance expert says the propagation of rules and escalation of enforcement should persuade more dealers to invest in basic compliance safeguards.
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Sales trainer reviews the five fundamentals that separate mediocre salespeople from the true professionals.
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F&I trainer explains why handling statements like objections can put customers on the defensive and cost you the opportunity to illustrate the benefits of protection products.
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Well-meaning F&I managers can unwittingly clear a Red Flag before it is actually cleared. Compliance expert has a simple plan to button up your documentation process.
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Fixed-ops expert says dealers who aren’t selling prepaid maintenance plans in service are leaving millions of dollars on the service drive floor each year.
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A survey of 159 F&I professionals revealed a number of surprises — and confirmed at least one widely held theory — about compensation and how they feel about their work.
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Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.
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Sun Toyota’s John Marazzi was already an internet sales evangelist before launching a fully online process in September 2016. In its first month alone, the program delivered 75 closed deals and an F&I per-copy average that was just $45 shy of the in-store average.
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Have you received letters from your providers that were full of intimidating technical phrasings — things like 'unacceptable levels of risk/control' and 'data integrity issues'? Those terms certainly sound scary, but as Franklin D. Roosevelt once opined, 'The only thing we have to fear is fear itself.'
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The Ninth Circuit has reaffirmed that service advisors are not subject to exemption from overtime pay. Compliance expert unpacks Navarro v. Encino Motorcars LLC and the effect it could have on your fixed-ops budget.
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