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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Top Training Tips

Top Training Tips

Regardless of what profession you are in, you have been trained. Training in a new position is never an easy task to complete. In reality, training never really ends. You are constantly presented with new challenges that you must solve and overcome. Questions will always come up that need to be answered. The learning process … Read More »

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F&I Meets Generation Y

F&I Meets Generation Y

Those of us who do dealer development and work with F&I managers are hearing more and more questions about a somewhat frustrating and confusing group of buyers that is usually referred to as “Generation Y.” Who are Generation Y buyers? The term usually refers to those young people born between 1980 and 1994; in other … Read More »

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How to Make Role-Playing an Effective Exercise

How to Make Role-Playing an Effective Exercise

I recently had the opportunity to lead a session on “Making Role-Playing an Effective Exercise” during the 2012 Agent Summit in Las Vegas. Role-playing sessions are a great way for you to get to know your dealer clients’ staffs, drive home the benefits of the products you represent and have some fun at the same … Read More »

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Insights From the Front Lines

Insights From the Front Lines

At the 2012 Agent Summit, I had the opportunity to serve as moderator of a panel called “Five Ways to Take Your Agency From Provider Rep to Partner.” Our goal was to provide a discussion that would highlight effective ways to become a true partner with today’s dealer — and lead them to record profits. … Read More »

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Making the F&I Process Work for Your Clients

Making the F&I Process Work for Your Clients

Team One is somewhat unique in the industry in that we don’t sell any products. We are a research, process development and training company. We supply our process and training as a support system for a network of general agents and F&I product providers throughout the U.S., Canada and Australia. Since developing and introducing the … Read More »

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Do You Feel Lucky?

Do You Feel Lucky?

While researching new training material I came across Gary Player’s (the golfer) famous quote; “the more I practice the luckier I get” and it got me thinking as to the importance of our role as trainers and consultants, more importantly the effect that “role playing” has on developing and improving our clients talent and skill … Read More »

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The First Place To Start Is With The First Impression

The First Place To Start Is With The First Impression

Everyone has heard the expression, “You only get one chance to make a good first impression.” First impressions are how we initially identify with each other. It’s the way we determine if we should walk on the other side of the road or not. Many people enjoy “people watching” and, in doing so, begin to … Read More »

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