Becky Chernek

Contributor

Articles•by Becky Chernek•July 1, 2007

Creating a Pay Plan That Impacts Sales, Compliance

Ancillary products can generate as much as 60 percent of gross profit. Does your pay plan reflect that? Pay plans should reward for superior and compliant performance, but are you factoring in today’s market trends?

Articles•by Becky Chernek•March 1, 2007

Is Your Nonprime Business Ready to Go High Tech?

Before you even think about going high tech, you’ll need to re-educate your entire staff on how to service the nonprime market. Once you have training in place, finding the right software tool really comes down to a few considerations.

Articles•by Becky Chernek•January 1, 2007

Capturing the Nonprime Craze

Dealers looking to cash in on the below nonprime market need to make sure their front-end and finance department are working in unison, as sales in this buyer segment can be susceptible to sabotage.

Articles•by Becky Chernek•June 1, 2006

Give Your VSC Sales a Jump Start

Practicing a consistent word track, understanding customers’ real objections and following up on sales after the initial purchase are all ways to increase service contract penetration.