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The trend toward hybrid sales and finance managers shows no signs of slowing. Dealers who want to close the business office must be sure they don’t shut the door on their customers as well.
December 12, 2019
In the business office, income is driven by hard work and intellectual rigor. Church offers three lessons learned in law school and successfully applied to F&I.
December 9, 2019
Entrepreneurial salespeople are the rock stars of auto retail, but if their side hustle is a credit repair organization, they are creating a major liability for the dealership.
December 5, 2019
Too many cash customers? Product sales trending downward? Quit complaining and leap into action with two proven strategies from a top F&I trainer.
December 3, 2019
Mergers and alliances among factories are proliferating as the demand for mass-market electric vehicles increases and the cost to build them makes profitability impossible.
November 14, 2019
Learn how committing to simple, effective, jargon-free communication reduces customer confusion and helps F&I professionals sell more products.
November 12, 2019
For all the dispersions cast on sales and F&I professionals, legal actions against dealerships are frequently the result of lying customers.
November 11, 2019
Success in F&I requires long hours and an unswerving commitment to improvement. Neither can be allowed to supersede quality time with loved ones.
November 7, 2019
Noncompliant and outright illegal behavior by dealers, managers, and staff have generated headlines throughout the year. Less heralded are the instances in which dealership personnel took action that led to arrests.
October 10, 2019
Church offers advice to an F&I manager whose director does whatever he can to avoid handling cash customers, achieving superstar status at his co-workers’ expense.
October 8, 2019
The shady practices dealers and F&I professionals once bragged about are now landing many in jail. Compliance expert lists three forms of fraud you can eradicate immediately.
October 3, 2019
Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.
October 1, 2019
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.
September 12, 2019
Synthetic identity theft is wreaking havoc among American retailers. Compliance guru offers a buyback prevention checklist for dealers and F&I professionals.
September 10, 2019
Top trainer wants you to stop asking about average penetration rates and PRU and start challenging yourself to become a better F&I manager every day — particularly on slow days.
September 5, 2019