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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Interview with John Vecchioni

Interview with John Vecchioni

This month, we sat down and chatted with John Vecchioni, national trainer, business development for United Car Care, to hear his opinions and advice on what agents are doing well, and where they need to improve. Successful agents, he notes, are the ones who are targeting the right relationships in the dealerships, and then going … Read More »

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Catching “The Big One”

Catching “The Big One”

Are you still floating in the muddy waters near the shoreline rowing your way to the fishing hole while gazing with envy when an M70 sport fishing yacht with all the bells and whistles whizzes past you? This isn’t an article about fishing, but the analogy can be likened to your aspirations to “catch” a … Read More »

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Start Thinking Products vs. Finance Reserve

Start Thinking Products vs. Finance Reserve

One of the indicators we are stressing lately when working with our F&I clients is Products Sold per Retail Delivery, or PPR. This is simply the number of products sold in the F&I department divided by the number of retail deals delivered. For example, if a dealer delivers 100 retail units and the F&I department … Read More »

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