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Help Your Dealers Close the Sale

Help Your Dealers Close the Sale

Sales consultants are led to believe great closers are born, not bred. Top trainer disagrees and shares a process you can use to seal more deals — no deception, obfuscation, or tricks required.

October 29, 2019

Mid-Level F&I Managers Need Advanced Training

Mid-Level F&I Managers Need Advanced Training

F&I managers who are ready to take the next step in their careers must seek out training focused on leadership, dealership structure, compliance, and other essential skills for professional development.

October 25, 2019

Act Now to Prevent Violence at Your Dealership
10 Secrets of Successful F&I Managers

10 Secrets of Successful F&I Managers

Experienced agent and trainer shares 10 habits and best practices shared by top-producing F&I professionals — and rarely adopted by those who are only in it for the paycheck.

October 22, 2019

4 Ways Training Improves Retention and Results

4 Ways Training Improves Retention and Results

Expert shares the four essential components dealers should look for in outside training programs for sales and F&I professionals, each of which contributes to improved morale, productivity, and profits.

October 2, 2019

Is Your Store Suffering From Cultural Lag?

Is Your Store Suffering From Cultural Lag?

Dealers must find a new unique selling proposition in a market driven by highly informed car buyers who already know your price and are more likely to be swayed by value.

September 30, 2019

F&I Doesn’t Have to End at Delivery

F&I Doesn’t Have to End at Delivery

F&I pro has a word of advice for colleagues who are ready to connect with customers in a meaningful way — and help ensure they’ll return for their next vehicle.

September 26, 2019

3 Digital Retailing Myths Debunked

3 Digital Retailing Myths Debunked

Concerns over costs, the customer experience, and intangible benefits have prevented many dealers from competing in the digital sales and F&I arena. Separate fact from fiction with this three-minute read.

September 25, 2019

Econtracting: Slippery Slope or Big Opportunity?

Econtracting: Slippery Slope or Big Opportunity?

Progress toward a fully online transaction may be inevitable, but you — and your finance sources — must take concrete steps toward process improvement and regulatory compliance to make econtracting work for your store.

September 24, 2019

Why Dealership Staff Fear Digital Retailing (and What to Do About It)
4 Steps to Maximize Pre-Owned Profits

4 Steps to Maximize Pre-Owned Profits

Reconsider every aspect of your sourcing, reconditioning, marketing, and lead-generation efforts to get the biggest bang for your used-vehicle buck.

September 19, 2019

Data Can Help Dealers Sell More OE Parts

Data Can Help Dealers Sell More OE Parts

Once treated as classified information, factory parts data is now shared freely. Opportunistic franchised dealers are seizing the opportunity by selling unneeded inventory to independent repair shops.

September 18, 2019

Stop Keeping F&I Products a Secret

Stop Keeping F&I Products a Secret

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

Report: Customers Want to Buy Insurance at the Dealership
The Price of Compliance Is Going Up. Sorry.

The Price of Compliance Is Going Up. Sorry.

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