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Escape the Complacency Trap

Escape the Complacency Trap

As 2016 drew to a close, new-vehicle sales were expected to top out at 17.1 million, a slight decrease from the record 17.7 million units sold in 2015. Experts say this may be as good as it gets for sales volume. Experienced agents know the car business is cyclical. History tells us that, with every … Read More »

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The Shoulder Bone Is Connected to the Back Bone

The Shoulder Bone Is Connected to the Back Bone

Many of you may be familiar with the children’s sing-along song called “Dem Bones” or “Dry Bones.” Most verses recite the connection between the bones: “Shoulder bone connected to the back bone, back bone connected to the hip bone,” and so on. You may be wondering what, exactly, this has to do with you. Well, … Read More »

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Industry Trends for 2017

Industry Trends for 2017

With a tumultuous 2016 in the books and a new year underway, it’s time for our annual look ahead at what industry experts believe 2017 has in store for your agency and the dealers you serve. Despite the lingering tensions generated by a divisive presidential campaign and widespread concern of a downturn in new-vehicle sales, … Read More »

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From the Boardroom: Digital F&I and the Millennial Boom

From the Boardroom: Digital F&I and the Millennial Boom

From their thoughts on what is an acceptable per-copy average to how their companies aim to address the online F&I push, four F&I product provider reps weighed in on a host of top-of-mind topics during Industry Summit 2016’s “From the Boardroom” discussion in late August. The main takeaway for general agents is they’ll play a … Read More »

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It’s All About the Relationships

It’s All About the Relationships

In F&I, we tend to focus pretty heavily on the products. We sell the features and benefits to the consumers, and the profit margins to the dealers, and every provider of every product does its best to prove to agents and dealers alike that its offering is superior to all the rest. However, while it’s … Read More »

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How to Formalize a CMS

How to Formalize a CMS

In the beginning, there was General Motors Acceptance Corporation (GMAC) and the emergence of indirect auto finance. The Treaty of Versailles was signed around the same time, ending World War I. A typical GMAC deal file was the title and a contract too small to fit in today’s standard printer tray. That innocuous beginning ultimately … Read More »

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