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Article

Data Can Help Dealers Sell More OE Parts

Independent shop owners oversee about 70% of all post-warranty repairs and are in the market for...

Once treated as classified information, factory parts data is now shared freely. Opportunistic franchised dealers are seizing the opportunity by selling unneeded inventory to independent repair shops.

Article

Stop Keeping F&I Products a Secret

The author believes withholding information about F&I products from dealer websites is hurting...

All available research and data suggests car buyers want to research F&I products online. Most say they will be more likely to buy if they can can learn more before they get to the dealership. So why do so few dealer websites offer the information consumers are looking for?

Blog Post

F&I Should Be Grand Sumo Yokozunas

Yokozuna wrestle last, drawing the biggest crowds and guaranteeing the evening ends on a high...

The champions of the sumo world can handle any type of opponent, win more bouts than they lose, and enjoy a level of respect and privilege that only top producers can ever hope to earn.

Article

The Price of Compliance Is Going Up. Sorry.

The Federal Trade Commission’s Safeguards Rule now requires that someone — whether an employee...

Recent revisions to the federal Safeguards Rule cement the need for a compliance officer in every dealership. Whether their duties are performed by an employee or outsourced, satisfying the new requirement is going to cost your store thousands of dollars per month.

Article

How to Sell F&I on Alt-Fuel Vehicles

Selling F&I on vehicles such as the BMW i8 plugin hybrid may require a fresh approach.

Many F&I pros are struggling to keep up with battery-powered vehicles — and the customers who buy them. Expert offers a process backed by education and a consultative approach.

Blog Post

It’s the Process, Stupid

James Carville famously scrawled “It’s the economy, stupid” on a blackboard during President...

A dealership’s Red Flags process is a clear indicator of how its overall compliance quotient stacks up against stores that never let a notification go by.

Blog Post

How to Improve Your F&I Luck

The author advises F&I managers on a losing streak to create their own luck.

Has your F&I luck run out? Top trainer gets back to the basics by breaking down the two core elements of success and how to turn them to your advantage.

Blog Post

Are We Not Capitalists?

Do franchise dealer laws run counter to the spirit of a free market economy?

Opponents of franchise laws claim they hang on flawed logic, discourage competition, and benefit dealers to the detriment of consumers.