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Growing negative-equity scenarios mean such lengthy terms should be addressed in a forward-looking way to make them work for the dealer and the consumer down the road.
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The FTC is proposing changes to the Used Car Buyers Guide. But the commission made clear it is not looking to burden dealers with its proposed modifications.
Read More →United Development Systems' Gerry Gould explains why it’s critical that F&I managers get involved on the showroom floor when they’re not working a deal.
Read More →Auto loans made to below-prime car buyers grew 13.6 percent in the third quarter, Experian Automotive reported today. Leasing also grew, which the firm says is another sign of a recovering auto finance market.
Read More →The credit reporting agency attributes the rise in the auto loan 60-day delinquency rate to seasonal patterns, says the rate is still down 56 percent from a recession high of 0.86 percent.
Read More →United Car Care's John Vecchioni says it’s OK for F&I managers to use sales meetings to update the sales team on outstanding deals, but the F&I Professor says it’s even better if the F&I manager can share a closing experience to help those struggling sales consultants.
Read More →John Vecchioni, the F&I Professor, reveals the best objection-handling technique he’s ever come across. United Car Care’s national trainer also explains the “Pirates Method” of objection handling.
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Dina Wilson is this year’s F&Idol winner, and she says her ability to joke around with customers is the secret to her prize-winning video — and her most powerful sales tool.
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Panelists serving on this year’s Executive Panel said the industry’s drive toward recovery is revealing new opportunities for dealers, agents and product providers.
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Attendees of the magazine’s annual conference gathered to hear how six top trainers view the road ahead for the F&I industry. What they heard was a familiar rallying cry.
Read More →What do an aluminum water bottle and a cell phone casing have in common? They can both be used to sell dent-and-ding as well as a service contract. United Development Systems’ Gerry Gould explains in F&I's Tip of the Week.
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