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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Menu Discipline is Key

Menu Discipline is Key

At Agent Summit earlier this year, Gerry Gould, director of training for United Development Services, presented a panel on menus, and menu discipline. And to kick it off, he shared a compelling fact: 85 percent of F&I managers don’t use menus effectively. They don’t present every product to every customer, and they don’t have a … Read More »

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What, Exactly, is a Dealer-Owned Warranty Corp?

What, Exactly, is a Dealer-Owned Warranty Corp?

One type of service contract program available to dealers is a dealer-owned warranty company. But as an agent, knowing what that is and how it works, and how it will effect the dealers you sell it to, is important. Mark Macek, president, United States Warranty Corp., addressed attendees at Agent Summit 2013 in March, educating … Read More »

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Re-thinking F&I Success Measurements

Re-thinking F&I Success Measurements

Most dealers are well aware of the F&I department’s impact on their bottom-line. Chances are, if you ask most dealers, general managers and F&I managers how they measure F&I success, they will cite gross profit per vehicle and service contract sales acceptance as their preferred metrics. While these are important metrics for evaluating F&I performance, … Read More »

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Prospecting Your Business to Success

Prospecting Your Business to Success

You don’t have to look up the dictionary definition for “cold calling” — or what we otherwise refer to as “prospecting” — to find out how it makes us feel: inhospitable, unsociable, unwelcome, forbidding, ungracious. The bottom line is, in business, we all find ourselves in a cold market. A comfortably warm market is going … Read More »

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Tips For 2013 From Top Industry Trainers

Tips For 2013 From Top Industry Trainers

When it comes to ways agents can find more success, there are a lot of tips and tools out there to choose from. We asked a few of the top industry trainers to give us their take on what they see as the most important things agents should focus on going into this new year. … Read More »

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Why Customers Purchase

Why Customers Purchase

If you have ever found yourself having to listen to someone talk about something you had no interest in, perhaps you can appreciate how customers might feel. You’re asking yourself, “Why is he telling me about this?” In order to capture the interest of anyone on any subject, you have to discover what they might … Read More »

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