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Results: 28
Save the Sale Before It Starts

Save the Sale Before It Starts

Are your salespeople sabotaging themselves before the sale starts? Dealership expert offers four ways to set them up for a win before the opening gun goes off.

April 4, 2018

Navigating the Finance Triangle

Navigating the Finance Triangle

Success or failure in F&I usually comes down to one thing. Development specialist explains what that is and how it can keep your dealership out of the dreaded finance triangle.

August 14, 2017

5 Things Top Dealers Do Differently

5 Things Top Dealers Do Differently

Expert lists five prime directives for dealers who want to take their production, company culture and customer service to the next level.

March 30, 2016

Better Selling Through Disclosure
The Perfect Handoff

The Perfect Handoff

Like a relay race, winning the F&I profit race comes down to a perfect customer handoff from sales and a strict adherence to the process. F&I trainer offers a few process tips to ensure the baton doesn't get dropped.

October 7, 2014

Close of Negotiations

Compliance expert believes that the current regulatory climate could spell the end of the negotiated car purchase and the deal structure that goes with it.

November 18, 2013

VIDEO: Tip of the Week

John Vecchioni offers five steps to achieving a proper customer turnover from sales to F&I. United Car Care’s director of F&I development also offers some useful tips on how salespeople can really tee up the F&I manager.

November 17, 2011

MediaTrac Introduces New ‘BeBack’ Program

MediaTrac announced the launch of the BeBack Program, a vehicle sales inducement program designed to help drive lost sales opportunities back into auto dealerships.

August 15, 2011

Video: F&I’s Tip of the Week

Gerry Gould, United Development Systems’ direct of training, provides his take on why the customer interview is so important in Part 1 of this three-tip series. He’ll also talk about what five questions a properly conducted interview will answer in the minds of consumers.

August 2, 2011

Video: F&I's Tip of the Week

Point-of-sale materials, such as product brochures, serve as a nice aid on the road to an F&I product sale, but be careful, says Gerry Gould in this week’s “Tip of the Week.”

July 26, 2011

Video: F&I's Tip of the Week

Rapport building is critical for salespeople, not for F&I managers. Instead, says Gerry Gould in this week’s Tip of the Week, F&I managers should focus on building credibility.

July 19, 2011

No Training, No Complaining

Can’t find good salespeople? Gen Y have you perplexed? The magazine’s sales columnist offers a few thoughts. Will you be willing to listen?

June 6, 2011

Make the Most From the Leased

Make the Most From the Leased

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

June 6, 2011

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