Archive | Product & Technology

Three Keys to an Agent’s Menu Selection

Three Keys to an Agent’s Menu Selection

I recently read a survey published in a leading weekly industry publication that discussed an issue well worth taking note of. The publication surveyed over 200 dealerships asking for their opinion of how and why a Menu should be incorporated in their F&I selling system. Of those surveyed, approximately 85% said using a menu was … Read More »

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Should Your Agency Diversify into the Powersports Niche?

Should Your Agency Diversify into the Powersports Niche?

Whenever a new product is introduced to an independent agent, they ask themselves, “Should I take this product to my dealers?” An example of such a decision occurred when the “Combination Package” was introduced by several ancillary product companies recently. The combination package is a mixture of Tire and Wheel, Dent and Ding, Windshield Repair, … Read More »

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Private Labeling in the Agency: The Key to Dealership Income Development

Private Labeling in the Agency: The Key to Dealership Income Development

Because the general agent is the key liaison between technology & product providers and automotive dealerships, his (or her) most important goal is to bring income development to their dealer-clients, yet at the same time meet the sales goals expected of him from his product or technology providers. This poses a dilemma for the agent … Read More »

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If It’s Worth Doing, It’s Worth Measuring

If It’s Worth Doing, It’s Worth Measuring

Accountability was a recurring theme from many speakers and panelists at the recent Agent Conference in Las Vegas. We’ve all heard and spoken the “inspect what you expect” mantra; there are countless other sayings and anecdotes essentially saying the same thing: if it’s worth doing, it’s worth measuring. From a historical perspective, the automotive retail … Read More »

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To Boldly Go Where No Menu Has Gone Before…

To Boldly Go Where No Menu Has Gone Before…

While attending the recent Agent Conference in Las Vegas, surrounded as I was by over 200 attendees for the inaugural event, a line by Luis Garcia of Safeguard stands out in my memory. Luis said, “I don’t care which menu you use, as long as you use one.” Luis’s workshop “5 Elements of True Income … Read More »

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Selling in the Service Lane: Good or Bad Idea?

Selling in the Service Lane: Good or Bad Idea?

It is easy to get caught in a rut. We all do it. Most of us have a mental list of the items we need to focus our attention on, but sadly, they never get done because we get caught up in the routine demands of our daily schedules. The life of a dealer is … Read More »

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