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Deconstructing the Two Extremes of Digital F&I

Deconstructing the Two Extremes of Digital F&I

Should F&I go completely online? Is today’s F&I process dying a slow death? The people on the extreme ends of this conversation concern me. There is a set of old school F&I professionals who are strongly resisting any move toward allowing the car deal to start online. They are resisting providing product information on dealer’s … Read More »

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Planning Your Agency’s Future in Today’s Market

Planning Your Agency’s Future in Today’s Market

The needs of dealers are expanding beyond what the typical smaller to mid-size agency can provide when it comes to technology, training and human capital. Agents who generate 500 to 2,000 benefit contracts a month are typically reliant on just a couple of dealer groups for most of their business. They are one lost deal … Read More »

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F&I Training Basics for New Agents

F&I Training Basics for New Agents

So you’ve started a new agency. Congratulations! Now, as a trainer, I have to ask: What does your F&I development program look like? If your answer is “I don’t have one,” well, don’t worry. I’ve met agents who have been in business for years and still don’t have the basics covered. And that’s a shame, … Read More »

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The Number One Question

The Number One Question

An F&I professional who is committed to consistent growth in their ability to help customers knows that skills are not something to be demonstrated daily but something to be developed daily. We know the two main ingredients that lead to a successful F&I office are great products and well-trained people. Dealers today demand we help … Read More »

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Don’t Let Leasing Put a Dent in Appearance Protection

Don’t Let Leasing Put a Dent in Appearance Protection

As reported in a June 2016 Automotive News article, “Leasing made up an all-time high of 31.1% of new-vehicle transactions — including cash deals — in the quarter, compared with 26.7% a year earlier.” To put that in perspective, in 2009 it was about 12%. That’s great for the leasing office but not so great … Read More »

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Pop Quiz: Agent or Partner?

Pop Quiz: Agent or Partner?

Are you an agent, a partner, or both? Before you answer, please complete this multiple-choice quiz: An agent is … just a vendor just a product salesperson an indispensable part of a dealer’s operation clueless Before we check your answer, here’s an old lesson in marketing. In “The Marketing Mode” (1969) and “The Marketing Imagination” … Read More »

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