Data Mining: The Golden Opportunity You’re Ignoring
Why wait for slow times to mine your database? Expert offers a four-step plan to make data mining a full-time profit center — and all you need is a process and a champion.
December 2, 2019
Why wait for slow times to mine your database? Expert offers a four-step plan to make data mining a full-time profit center — and all you need is a process and a champion.
December 2, 2019
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
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
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
Dealers see the potential for more sales, higher profits, and improved CSI scores that digital sales and F&I can bring. Your employees fear the loss of job security and the burden of new responsibilities.
September 23, 2019
Dealership expert breaks down four key elements to building a high-performance team in today’s retail environment.
September 5, 2018
Dealer experts list 10 leadership principles that, if embraced, will prevent an organization from becoming another corporate dinosaur.
March 8, 2018
Dealer software expert makes the case for switching to an electronic menu and reaping the rewards of a swift, productive and compliant F&I process.
January 10, 2017
F&I pro makes a case for ditching the F&I interview. He says a quick discussion with the salesperson and a look at the customer’s credit report and trade appraisal will tell you all you need to know.
December 5, 2016
Great F&I professionals don’t jump to conclusions, and they don’t try to solve problems for customers. Instead, they solve problems with customers. F&I trainer explains how.
December 5, 2016
Human resources expert reveals the five traits hiring managers need to look for when interviewing a prospective candidate.
October 4, 2016
At last month’s F&I Think Tank, female F&I pros shared their stories of perseverance in a male-dominated industry, talked about how times have changed, and explained why they believe women are the future of F&I.
June 3, 2016
Are your penetrations stuck in neutral? Top trainer explains how adopting the F&I master’s mindset creates more enjoyable — and productive — presentations.
June 3, 2016
Hiring to get the body count up can be a recipe for disaster. Personnel expert explains why dealers and managers need to hire character first and credentials second.
May 6, 2016
F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.
February 4, 2016