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?
September 17, 2019
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.
August 29, 2019
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.
August 26, 2019
The big box revolution has irrevocably altered the retail landscape. Carvana’s success has dealers wondering whether auto retail could be next.
August 22, 2019
Dealer software expert says it’s time to take a fresh look at consumer auto insurance — not as a problem but as a new opportunity to boost F&I production and profitability.
July 30, 2019
Younger car buyers value security just as much as their elders, but timing, transparency, and diversity are becoming critical factors to F&I success as their market share grows.
July 24, 2019
Dawn Walston worked her way up from service cashier to vice president and general manager of Titus-Will Toyota in Tacoma, Wash., forging a career path that shattered stereotypes and earned national and international recognition for herself and her family-owned dealer group.
July 16, 2019
Sales and managerial incompetence, cash customers, and bad weather all can contribute to severe F&I burnout and greener grass disease. Before you attempt to make a change while your performance is trending downward, try this three-step process guaranteed to positively influence your situation.
June 18, 2019
The rapid evolution and advancement of dealership systems and selling tools has led some F&I managers to fear new technology and others to embrace it. Whether you’re in Flintstones or Jetsons mode, you need a plan to meet or exceed your customers’ expectations.
June 17, 2019
Dealer and long-distance runner Brian Benstock reflects on his nearly 40 years in the auto retail business, the challenges and opportunities in the New York market, and his efforts to drive his stores — and the industry — forward.
June 11, 2019
Taking ownership of your own performance and that of those around you is a proven path to success in any field. For F&I managers, it’s a concrete step toward higher production and career advancement.
May 30, 2019
You need to be real to close the deal, and your tired word-tracks aren’t helping. Trainer shares a reliable three-part process you can try the next time an F&I customer goes off-script.
May 28, 2019
Two years ago, Chris Brown went looking for a way to facilitate sales, trade-ins, and financing for car buyers who prefer to shop online. Today, his Seattle-area Subaru dealership is doing just that, and he says the experience he and his team deliver is just as ‘stress-free’ as ever.
May 7, 2019
Years of strong sales and near-zero unemployment have lowered the bar for the business office. Veteran F&I pro shares two proven strategies for turning a finance clerk into a finance manager.
April 25, 2019
As director of corporate compliance for John Elway’s three Colorado stores, Lori Church’s rare combination of F&I acumen, a law degree, and unflappable confidence have helped her group achieve new levels of success.
April 9, 2019