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
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
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
A North Dakota car buyer prevailed in a recent case involving loan (or ‘acquisition’) fees that reached the state supreme court, where the dealer was found to have failed to properly disclose the charge.
May 31, 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
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