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Role-Play Your Way to Success

Role-Play Your Way to Success

Opportunity meets those who are most prepared for its arrival. Those who are prepared with knowledge are prepared for success. This definitely rings true in dealerships and the various customer groups that come in daily. Investing the time to learn about products and customers will enable agents to more effectively prepare the F&I professionals they … Read More »

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What to Look for in a VSC Provider

What to Look for in a VSC Provider

It’s Friday afternoon. The sun is beaming through your office window and the images of weekend plans for 18 holes on your favorite course and a graduation party for your nephew are dancing through your head. You just have to tie up a few loose ends before heading out the door. And then, at 4:45, … Read More »

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Certified for the Future

Certified for the Future

If I could predict the future, I’d be at the nearest 7-11 buying one (and only one) lottery ticket. But here I am writing this article, which tells you all you need to know about my powers of prognostication. Still, I can’t help but occasionally peer into my crystal ball and try to interpret what … Read More »

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She’s the Boss

She’s the Boss

This summer, we put a call out to our readers for nominations for recognition in this issue. The response we received was immediate and overwhelming. The task of narrowing down the entries to the 25 profiles on these pages took several weeks and countless difficult decisions. I am never surprised to learn about contributions women have … Read More »

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Agents and Training: The Five Ps

Agents and Training: The Five Ps

I have been honored for the past several years to serve as master of ceremonies at Agent Summit. This event proves, on an annual basis, how important agents are to dealership profitability, customer satisfaction and repeat and referral business. At this year’s event, I had the opportunity to take off my emcee hat (for a … Read More »

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Disparate Impact 2.0

Disparate Impact 2.0

There is a knock on your favorite dealer’s door. He opens it to find a representative from his primary indirect lender, who announces they are going to do an unannounced deal-jacket audit to check for ECOA compliance. This could turn out to be a very long day, depending on the compliance program the dealer has … Read More »

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