Compliance at Ground Level

Compliance at Ground Level

As I have stated in virtually every article I have written, your ability to close new business — and keep the business you currently have — is directly proportional to the strength of your (or your agency’s) value proposition to your dealers. In this article, I would like to focus on one area that has … Read More »

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What Do You Mean, No Credit Insurance?

What Do You Mean, No Credit Insurance?

I recently bought a car and I decided to finance the car through the dealer because of the great rates that were available. The dealer was financing me through a Credit Union I’ve been a member of for years. After some negotiation with the F&I manager, (you know, deciding how much I’d let him make), … Read More »

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TRAINING, SIR!

TRAINING, SIR!

The most successful agents are seldom the cheapest product provider, but they are always the best at helping their dealers grow their business. They get results. Today, your agency has to be in the results business. And that requires training, sir! Today’s F&I professionals face unprecedented challenges with regard to their dealership’s sales and F&I … Read More »

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The Five Key Ingredients to Improving F&I Gross Profits

The Five Key Ingredients to Improving F&I Gross Profits

There are five key components to maximizing F&I gross profits and product penetrations: Right Person / People Properly Trained Motivating Performance Based Compensation Plans System and Controls Dealer / Management Support Let’s break these down with more specifics. RIGHT PERSON / PEOPLE: Agents should be actively involved with the recruiting of their dealer’s F&I personnel. … Read More »

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Climbing the Relationship Ladder

Climbing the Relationship Ladder

If you’ve read any of my previous articles, you know I’m a firm believer in the need to have a strong value proposition. In fact, when a dealer decides to do business with you, it usually means your value proposition was stronger than the incumbent or your competitor. An often overlooked element of a successful … Read More »

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Meet the Trainer: Ron Reahard

Meet the Trainer: Ron Reahard

Ron Reahard’s career in the auto industry has been shaped by his desire to do it right. As he worked his way up from sales, to F&I, and into training, he noted along the way the characteristics and skills that were lacking in many of those he worked under, as well as the characteristics of … Read More »

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