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Gil Van Over

Salespeople are Compliance Weakest Links

Compliance expert shares simple tips you can use to  structure your “road to the sale” training.

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California: An Unlikely Compliance Model

I propose that your F&I and sales disclosure compliance models mirror the sales and F&I processes at dealerships in California — what is required by statute in California, should be considered best practices in the other 49 states.

The FTC Suggests We Buckle Up

The FTC recently issued a report that summarizes its enforcement actions, roundtable findings, consumer workshops, and in-person interviews with 38 Washington D.C. metro-area consumers focused on deceptive advertising practices, spot-delivery, and voluntary protection products.

But … the System is Down

Most dealers rely on one or more software providers to manage and document all their transactions and many businesses count on a robust disaster recovery plan in the event their IT infrastructure fails.

Lessons From the Lockdown

Where we had previously been moving at a sloth pace to digitize the entire buying process, the auto industry is accelerating many processes in response to COVID-19.

Lessons From an I-Team Investigation

A dealership was recently discovered to have a prevalent policy and practice of inflating consumers’ incomes to obtain finance source approvals. Reading between the lines of the story, there are a variety of lessons to be learned.

Kicking the Trade

Kicking the trade is an old-school tactic employed by unscrupulous sales people, sales managers, and F&I managers. Being aggressive and going after every possible deal, while employing a deceptive practice to finalize the sale is simply not worth the risk.

Ferreting Out Fake Paystubs

Do you know how to vet a paystub for legitimacy? These 10 tips can help you catch the phonies.

The Digital Revolution is Upon Us

An unspoken truth is that sometimes a drastic, calamitic action has to sideswipe a process to speed up the evolutionary process. The calamity known as COVID-19 is acting as an agent of revolutionary change in dealer’s sales processes.

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F&I Meets Alternative Credit Scoring

New methods to qualify car shoppers could help your dealers sell more vehicles and F&I products, but alternative credit scoring is not without its pitfalls.