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Economic and Market Review

Economic and Market Review

The stock market traveled a long way in the first 90 days of 2016, only to end up back where it started. January and early February saw the S&P 500 down 10.5%, but from that point to the end of the first quarter, the market recovered all the way back to even. Interest rates followed … Read More »

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F&I Products for the High-Mileage Market

F&I Products for the High-Mileage Market

New-vehicle sales are up, leasing is accounting for an ever-increasing share and there is a potential glut of used cars on the market. The shift toward leasing that began during the tail end of the Great Recession has begun to flood the market with gently used vehicles. But off-lease units are not the only source. … Read More »

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Leveraging Prepaid Maintenance

Leveraging Prepaid Maintenance

2016 marks the end of an uptick cycle with vehicle sales. Starting this year, industry experts expect vehicle sales to slow down and possibly plateau with little to no growth in overall unit sales. For dealers, this means customer retention and brand enhancement will become more critical to gain market share. Agents, in turn, can … Read More »

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A Winning Strategy for Closing More Business

A Winning Strategy for Closing More Business

Let’s face reality. Every day, dealers are overwhelmed by salespeople pitching everything from car washes to dealer management systems. Agents selling F&I products are everywhere, in towns of all sizes, pounding on doors and offering products, training and even free money to do business with them. What sets you apart? Why should they speak with … Read More »

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Privacy: None of Your Business?

Privacy: None of Your Business?

Are privacy concerns part of your business? If not, they should be. Ignoring them can unnecessarily expose your agency, your reputation and your dealer clients to great harm. To begin with, it is necessary to understand NPI. NPI is a common abbreviation for nonpublic personally identifiable financial information. Personally identifiable financial information, in turn, means … Read More »

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Whatever Happened to Credit Life?

Whatever Happened to Credit Life?

There was a time when credit life and disability insurance was the No. 1 product sold in the F&I office. In fact, for the better part of the 1970s and ’80s, it was the only product. When John Braganini, principal at Great Lakes Companies in Kalamazoo, Mich., entered the auto retail channel in 1986, credit … Read More »

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