Cover Story
Rising GAP Claims Reveal Troubling Trends
GAP rates are on the rise. Insiders say dealers should welcome the increases, adding that the performance of this core F&I product points to a severe slowdown in the next 24 months.
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The Big Difference: Statements vs. Objections
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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5 Habits of Highly Successful Sales Professionals
Sales trainer reviews the five fundamentals that separate mediocre salespeople from the true professionals.
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The Rising Cost of Noncompliance
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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Remote Deliveries: Proceed With Caution
When it comes to out-of-state deliveries, the magazine’s resident compliance guru says proceed with caution. He lays out a simple process for guarding your dealership against ID thieves.
