F&I Is Not About Menus

F&I Is Not About Menus

Everyone in our industry has their own vision of what our new, hyperconnected world, tomorrow’s vehicles and the F&I department of the future might look like. It seems every manufacturer, DMS provider and F&I menu software company has their own high-tech version of what the sales and F&I process needs to become. In this geekoid future of … Read More »

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15 Ways to Get Organized

15 Ways to Get Organized

One of the things that I have personally discovered about the most successful agents is their ability to handle a variety of daily challenges, tasks, problems, issues and responsibilities, all at the same time, and still come back for more tomorrow. This would not be possible if they lacked personal organizational skills! I don’t wish … Read More »

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F&I Participation Programs: A Look at the Options

F&I Participation Programs: A Look at the Options

There are many options for dealerships to participate in the profits (and losses) associated with the F&I business they produce. In our industry, we commonly refer to these programs as participation programs. While participation programs vary greatly by product, administrator and insurer, they generally can be classified into three categories: retrospective (“retro”) programs, dealer- or … Read More »

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Structuring a Better Menu

Structuring a Better Menu

It’s an issue we deal with every day: We have the right person and the right menu in place, so why isn’t my client selling more products? The answer may be as simple as the structure of the menu, which product or products the menu is focused on and the number of products being offered. … Read More »

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Compliance at Ground Level

Compliance at Ground Level

As I have stated in virtually every article I have written, your ability to close new business — and keep the business you currently have — is directly proportional to the strength of your (or your agency’s) value proposition to your dealers. In this article, I would like to focus on one area that has … Read More »

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What Do You Mean, No Credit Insurance?

What Do You Mean, No Credit Insurance?

I recently bought a car and I decided to finance the car through the dealer because of the great rates that were available. The dealer was financing me through a Credit Union I’ve been a member of for years. After some negotiation with the F&I manager, (you know, deciding how much I’d let him make), … Read More »

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TRAINING, SIR!

TRAINING, SIR!

The most successful agents are seldom the cheapest product provider, but they are always the best at helping their dealers grow their business. They get results. Today, your agency has to be in the results business. And that requires training, sir! Today’s F&I professionals face unprecedented challenges with regard to their dealership’s sales and F&I … Read More »

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The Five Key Ingredients to Improving F&I Gross Profits

The Five Key Ingredients to Improving F&I Gross Profits

There are five key components to maximizing F&I gross profits and product penetrations: Right Person / People Properly Trained Motivating Performance Based Compensation Plans System and Controls Dealer / Management Support Let’s break these down with more specifics. RIGHT PERSON / PEOPLE: Agents should be actively involved with the recruiting of their dealer’s F&I personnel. … Read More »

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