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Introducing Our New Managing Editor

Introducing Our New Managing Editor

This month, I’d like to take a few minutes to introduce our new Managing Editor, Toni McQuilken, who has taken over the editorial side of both AE Magazine, and our sister publication, P&A Magazine. She comes to us with a decade of experience in trade publishing, where she managed magazines across several different industries. She … Read More »

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The Science Behind the Sale

The Science Behind the Sale

Bart Carpenter is not a trained psychologist, but he does have some insights into the human mind that he thinks could be useful to agents. At Agent Summit 2012, he presented “Increasing Product Sales Through Customer-Tailored Presentations,” a workshop designed to help give agents a new edge in their presentations to dealers. Carpenter’s approach begins … Read More »

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Rental Departments are Profit Centers Too

Rental Departments are Profit Centers Too

In your continuing effort to bring products and services to your dealers, have you thought about suggesting they add a rental car department? Dealers are concerned about maintining a high CSI and they are always looking to provide profits to the bottom line. A rental department can do both. According to the Auto Rental News … Read More »

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Reinsurance for Agents

Reinsurance for Agents

On Tuesday, March 13, at Agent Summit 2012, two veterans of the reinsurance segment teamed up to give agents a crash course on the subject. “Reinsurance: Painting the Right Picture for Your Dealers” was led by Randy Crisorio, president and CEO of Clearwater, Fla.-based United Development Systems Inc. and Greg Petrowski, principal of GPW & … Read More »

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Are We Setting the Right Price?

Are We Setting the Right Price?

As an actuarial consulting firm, we spend a lot of time deriving the specific cost for F&I products, both from an overall perspective and down to the granular level. For example, we develop models which inform you that the cost of a wrap service contract for a Hyundai Elantra with 30,000 miles and 2.5 years … Read More »

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Asking the Tough Questions

Asking the Tough Questions

In many dealerships, the F&I process is based on what worked 10 or 15 years ago. It’s not an enjoyable experience for the customer, nor is it perceived by them as helpful, educational, informational or necessary. As independent agents, you have the opportunity to help. I’d like to lay out nine things we as an … Read More »

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