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COVID-19 Market Insights

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Opinion

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DO OVER!

I suggest those of us in the car business — and maybe others too — should occasionally shout...

I suggest those of us in the car business — and maybe others too — should occasionally shout “do-over” as though we were kids again.

Blog Post

Adapting to Win

Adaptability is the only way anyone can be successful right now. Let’s investigate the secret to...

Adaptability is the only way anyone can be successful right now. Let’s investigate the secret to winning.

Blog Post

Lessons From the Lockdown

Where we had previously been moving at a sloth pace to digitize the entire buying process, the...

Where we had previously been moving at a sloth pace to digitize the entire buying process, the auto industry is accelerating many processes in response to COVID-19.

Blog Post

Social Security Verification

The social security number is the most critical component for finance and lease deals and we...

The social security number is the most critical component for finance and lease deals and we often need to make a copy of a document for our deal jacket. Be sure to know which version you should see, and double-check the security measures.

Blog Post

Lessons From an I-Team Investigation

A dealership was recently discovered to have a prevalent policy and practice of inflating...

A dealership was recently discovered to have a prevalent policy and practice of inflating consumers’ incomes to obtain finance source approvals. Reading between the lines of the story, there are a variety of lessons to be learned.

Blog Post

Do It Anyway

Just like the aching back and dirty hands that come with gardening, the bad parts in the F&I...

Just like the aching back and dirty hands that come with gardening, the bad parts in the F&I office will last a short time, but the benefits can last a long time. Whatever the topic and no matter how painful or how much we dread it, we probably need to do it anyway.

Blog Post

Empathy Trumps Everything

If you treat a customer with empathy and respect, you will have created a customer for life. Use...

If you treat a customer with empathy and respect, you will have created a customer for life. Use these three tips to get out of your own head and into theirs.