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Solving the Pay Plan Dilemma

Solving the Pay Plan Dilemma

F&I professionals are outpacing the earnings of their colleagues in the sales department and even at the executive management level, and every attempt to relevel the playing field has its pros and cons.

November 25, 2015

Pay Plans Revisited

Pay Plans Revisited

Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine’s F&I expert has the answer, a plan that accounts for a new market dynamic.

June 2, 2014

Pay Plan Reboot

Pay Plan Reboot

The Department of Labor is gearing up. The question is, will your pay plans be ready? Here's a primer to help you get them up to speed.

February 1, 2011

The ‘No-Haggle’ Way

The ‘No-Haggle’ Way

Sonic is hoping to double its F&I sales behind a new pricing strategy. The magazine talks to the group’s top F&I exec to get the details.

October 1, 2010

Lanes Open for Prime Tiers

Lanes Open for Prime Tiers

Sixty-day delinquencies are on the decline and credit quality continues to improve, but lenders still favored prime customers in the first quarter.

June 28, 2010

5 Roadblocks to F&I Success

5 Roadblocks to F&I Success

It’s still the one department where profits are made, but the F&I office can’t do it alone. Veteran trainer breaks through F&I’s five biggest roadblocks.

May 1, 2010

Market on the Mend

Market on the Mend

The auto finance market continued to stabilize in the fourth quarter, as the crash of 2008 continues to become a distant memory. New financing, however, will remain the domain of the prime and superprime tiers in the months to come.

April 1, 2010

The Biweekly Catch

The biweekly repayment option has definitely found a home in the industry, but are dealers selling themselves into lawsuits? Find out what you need to know about this burgeoning finance option before you offer it to your next customer.

September 1, 2009

Pay-Plan Breakdown

When it comes to F&I pay plans, don’t be surprised by what you get. Compliance auditor breaks down eight commonly used pay-plan objectives and provides his take on how they impact a dealership’s goals.

May 1, 2009

Tracking the 2008 Credit Crisis

Tracking the 2008 Credit Crisis

By the end of 2008, more than $7 billion worth of automotive loans were 60 days delinquent. Experian market analyst tracks the single-most challenging year for auto finance and provides her take on the road ahead.

April 1, 2009

F&I in an X&Y World

Is your current F&I sales process adding value or alienating customers? In today’s world of Google, Myspace and YouTube, word-tracks are like 8-tracks: obsolete. Expert explains how to give today’s Generation X and Y customers what they want: a fast-paced, non-confrontational buying experience.

April 1, 2008

Creating a Pay Plan That Impacts Sales, Compliance

Ancillary products can generate as much as 60 percent of gross profit. Does your pay plan reflect that? Pay plans should reward for superior and compliant performance, but are you factoring in today’s market trends?

July 1, 2007

Creating the Perfect F&I Pay Plan

Creating the Perfect F&I Pay Plan

F&I pay plans should motivate employees to sell more products and have clear compensation guidelines. If you’re constantly reworking the pay plan, it’s time for a new one.

June 1, 2006

Creating the Ultimate F&I Pay Plan

Creating the Ultimate F&I Pay Plan

F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.

December 1, 2005

F&I Pay Plans That Get Results

F&I Pay Plans That Get Results

Pay plans that directly promote dealership objectives such as high CSI scores or minimal contracts-in-transit can work wonders toward meeting those goals.

September 1, 2004

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