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Understanding Risk-based Pricing Rules

Understanding Risk-based Pricing Rules

Risk-based pricing occurs when the price and terms of credit offered to a particular consumer are based on the risk of nonpayment by that consumer. Many industries issue credit based on risk: the credit card industry, the mortgage industry, and last, but certainly not least, those in the automobile industry. Therefore, all credit card agencies, … Read More »

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Closing Is Sweet Success

Closing Is Sweet Success

In the selling profession, closing is the winning score, the bottom line, the name of the game, the cutting edge, the point of it all. You may do everything else right up to the point of closing, but if you can’t ask for the business and wait for the client to answer, you’ll never do … Read More »

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Red Flags Rule Made Simple

Red Flags Rule Made Simple

The Red Flags Rule went into effect on January 1, 2008. Its “enforcement date” – meaning the date FTC enforcement against dealerships becomes possible – has been postponed several times and is currently slated for December 31, 2010. The slippage surrounding the enforcement date has led many in the industry to the false conclusion that … Read More »

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Capitalizing on Service Drive Customers

Capitalizing on Service Drive Customers

There has been a noticeable push to sell service contracts from the service department in the last 12 months, but for this effort to work, it is important to remember that service drive success is not about the products you sell, but rather the process you put in place. J.D. Power and Associates says service … Read More »

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