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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.

Blog Post

Rising from the Ashes

Amidst all the chaos, believe in yourself and your talent, learn from the challenges, and stay...

Amidst all the chaos, believe in yourself and your talent, learn from the challenges, and stay positive. Just like the phoenix who rises from its ashes, we can also become better and stronger on the other side of this.

Article

COVID-19 Changes Everything – Except How Americans Will Buy Cars

If the COVID-19 crisis has taught dealers anything, it is that they have a fiduciary duty to...

If the COVID-19 crisis has taught dealers anything, it is that they have a fiduciary duty to their shareholders, employees, and customers, to remain well capitalized in order to survive the next crisis. Stay the course, tweak where necessary, but don’t be so quick to fix what isn’t broken, despite what the disruptors might urge.

Blog Post

Prepare for Financing Contraction

While the processes necessary to complete digital remote deliveries have been available for a...

While the processes necessary to complete digital remote deliveries have been available for a while, dealers were slowly transitioning from paper-driven to digital. Coronavirus has accelerated that transition in many dealerships.

Blog Post

Pruning Time!

Today’s reality is presenting us with both challenging times as well as countless possibilities....

Today’s reality is presenting us with both challenging times as well as countless possibilities. Success is reserved for those that dare to prune their process to assure future growth in skills and profits.

Article

The New Normal

What will selling and servicing cars in the New Normal be like post COVID-19? If you are a...

What will selling and servicing cars in the New Normal be like post COVID-19? If you are a professional, know your product, care about your clients, communicate with customers on their terms, and focus on an ownership experience that fits their life, you will succeed.

Blog Post

Slow Down to Speed Up

We’ve all heard scary stories of identity theft and the stolen cars resulting from it. We need...

We’ve all heard scary stories of identity theft and the stolen cars resulting from it. We need to slow down to speed up and use all the tools in our arsenal to prevent identity theft.

Blog Post

Kicking the Trade

Kicking the trade is an old-school tactic employed by unscrupulous sales people, sales managers,...

Kicking the trade is an old-school tactic employed by unscrupulous sales people, sales managers, and F&I managers. Being aggressive and going after every possible deal, while employing a deceptive practice to finalize the sale is simply not worth the risk.

Blog Post

Fill the Void!

What is your F&I process filled with? Two ingredients will always drive acceptance levels,...

What is your F&I process filled with? Two ingredients will always drive acceptance levels, customer satisfaction, and overall profits: trust and value.