The Light at the End of the Tunnel

The Light at the End of the Tunnel

After spending a week in New Orleans for the American Financial Services Association (AFSA) conference and the National Automobile Dealers Association (NADA) convention, there is no doubt in my mind that the future is bright for the success of the F&I office. There was plenty of talk, recommendations and insight concerning the federal oversight looming … Read More »

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Think Like A Customer

Think Like A Customer

What do Starbucks, Apple, Fed-Ex and Dollar General all have in common? Each company had a crossroads moment when their business was in decline and the future was uncertain. Also each company had a turn-around that was based on an intentional effort to make changes that were based on what the customer thinks and wants. … Read More »

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Raiders of the Lost Profit

Raiders of the Lost Profit

There are a few ways dealerships lose profit, which they can fix right now. Here’s a look at some of the biggest offenders. Monday Mornings It’s the same every week: Monday morning you walk into the office, get your coffee and look at the stack of deals that are piled up on your desk from … Read More »

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Taking on the Big Boys – Differentiation Part 2

Taking on the Big Boys – Differentiation Part 2

In my last article I discussed the importance of knowing who you are and what your sweet spot is. In this article I would like to explore the concept of differentiation and the role it plays in winning business. To illustrate this point, I’d like to ask you a question, the same question we ask … Read More »

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Taking on the Big Boys – Differentiation Part 1

Taking on the Big Boys – Differentiation Part 1

How can independent agents compete for and win business from the “Big Box” F&I providers? Before I provide my thoughts on the subject, let me start out with a definition of “Big Box” F&I provider. For the purpose of the articles I am writing, I’m referring to the large, well established, direct employee providers in … Read More »

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Using Disclosure to Your Advantage

Using Disclosure to Your Advantage

Those of you I have worked with, or who have attended our training, have heard me say over and over again that we use honesty and full disclosure as a strategy with the Package Option method. And the more I work with the top performers, the more I realize that this approach is more than … Read More »

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Is Technology Eliminating The F&I Manager?

Is Technology Eliminating The F&I Manager?

As a research and process development company, we are constantly looking for new ideas, products, or anything that would be of value to our F&I professionals. There are always plenty of new products, software programs or someone touting the “next big thing” in the F&I world for us to evaluate and share those results with … Read More »

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As Leasing Grows, So Does F&I Opportunity

As Leasing Grows, So Does F&I Opportunity

In a report released this past summer, Experian Automotive noted that new vehicle leasing had risen by 12.5 percent this year to date – it hit a record high since the firm started keeping track of the statistic in 2006. According to the report, leasing now accounts for as much as 27.5 percent of new … Read More »

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