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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Top 5 Legal Musts for Agents

Top 5 Legal Musts for Agents

As we all know, in general, the motor vehicle sales business is highly regulated. This is especially true when you focus on the F&I portion of the business. In today’s business and regulatory environment it is important that F&I providers and agents have an understanding of the laws and regulations that impact the industry. While … Read More »

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Building Your Agency for the Future

Building Your Agency for the Future

As agents today we have a dramatically different landscape than we did 10 or 12 years ago. The total number of franchised dealers fell 23% between 2000 and 2012. This reflects the closing or consolidation that has been going on for a very long time, but that was accelerated through our economic down turn in … Read More »

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