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Telling the Emperor He Has No Clothes

Telling the Emperor He Has No Clothes

“The Emperor’s New Clothes” is a fairy tale by Hans Christian Andersen about an emperor who pays a lot of money to a scam artist for some new, “magic” clothes which he is told can only be seen by wise people. The clothes do not really exist, but the emperor does not admit he cannot … Read More »

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A Month’s Work in Three Days

A Month’s Work in Three Days

Over the many years I have spent working with agents and F&I product providers, I have gotten a pretty good insight as to the best time to call on your dealer accounts. I’ll share the benefit of my anecdotal observations here. Narrowing the Field First, it’s not good to call on dealers in a week … Read More »

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Paper or Plastic: Which Works Best in F&I?

Paper or Plastic: Which Works Best in F&I?

We have been working with several software providers over the last couple of years to develop training and better processes for several of the new electronic F&I presentation tools. We have also been testing and measuring results from different types of printed menus. I am quite often asked which type of presentation media is the … Read More »

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The Five ‘T’s of the F&I Process

The Five ‘T’s of the F&I Process

The general agent is tasked with assisting dealers on two distinct levels: The first responsibility is to help each dealership develop a profitable sales process as it flows into and through the F&I office. The dealer needs to be assured that they have the right (1) people who are well-trained, a professional F&I (2) presentation, … Read More »

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Don’t Get Bitter, Get Better

Don’t Get Bitter, Get Better

The meetings all went well, the dealer and GM were present, all the sales and F&I managers seemed to agree with the plan and the coffee and doughnuts were fresh. What more can you ask for? Now it’s off to the races! … Or is it? Everyone agreed with the plan, but are they actually … Read More »

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