Kristine Cain

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Kristine Cain is a freelance writer who loves the car business, hiking long trails, and the Steelers (not necessarily in that order). After finishing a degree in psychology at George Mason University in Virginia, she got her first taste of the dealer world working in the service department of a high volume Honda store. Warned early on that the car business would ‘get in her blood’, it did and Kristine made the leap into F&I departments at several stores around the Washington DC area and later to an automotive information company in dealer sales. A veteran of over 20 years in B2B sales to dealers, she leverages that knowledge to help write within the dealer market. Kristine lives in Holly Springs, NC with her husband and family.
F&I

How to Reduce Chargebacks in F&I – 3 Simple Strategies Can Make All the...

Chargeback. It’s the one word that sends chills down the spine of every F&I manager (or  any salesperson for that matter). It can decimate...
burnout

How Dealerships Can Help Reduce F&I Burnout

There are few jobs within a dealership that have more inherent stress and burnout than the F&I manager. Back in the ‘stone age’, the...
F&I

Interview Tips When Hiring F&I Managers – What to Look (and Listen For)

Interviewing for any position at a dealership is a bit of a balancing act when assessing whether or not the person will be a...
car sales

Surge in Used Car Sales Opens Up F&I Opportunities

2019 is already proving to be an interesting year for car sales and it’s barely the second quarter. One trend that could impact F&I...
consultative sales

Higher Profits, Lower Resistance with Consultative Sales Method in F&I

Anyone who is tasked with selling any kind of product or service is always searching for one thing…the perfect sales strategy. How can I...
F&I

When Slow Times Can Actually Help F&I

Downtime. No deals. Few ups and just not a lot of activity. Tumbleweeds blowing through the lot. This is every dealer’s nightmare scenario. It...
F&I manager

Should Your F&I Staff Sell Product One-at-a-Time or in Packages?

When we are being sold a variety of products or services, do we as consumer like to hear about them one at a time...
profits

4 Unique Steps to Higher F&I Profits in 2019

A new year is upon us and with it a chance to reflect on the year past and commit to changing your fortunes (and...
F&I

Making Connections in F&I – Sell Yourself Before Selling Product

F&I is the department with the highest profit margin within a dealership and yet consistently seems to rank as the most negative part of...
subprime

3 Tips for a Smoother Subprime F&I Experience

If your dealership works in the subprime space at all, you already understand the challenges that come with these deals. Tighter restrictions on payment,...
auto retailers

A Glance at 2nd Quarter Results for Auto Retailers Across the Industry

2020 has brought twists, turns, and challenges of every sort. Auto retailers have certainly felt the unpredictability as they’ve tried to navigate through the...
Sokalvideo

The Benefits of Outsourcing Your Dealership’s BDC – Mark Sokal

March and April were shaky months for many dealers nationwide, and their vendor partners also felt the sting of less than stellar sales as...
onlinevideo

How to Successfully Engage Your Car Buying Customers Online

Now more than ever, the car buying journey is no longer confined to a showroom or dealership lot. Creating a more connected, personalized, and...
Jim Hackettvideo

Developing Story: Ford CEO Jim Hackett is Out, Jim Farley Steps In

We have breaking news out of Ford Motor Company. CEO Jim Hackett is stepping down from his position effective October 1st. He will be...
vehicle agevideo

The Average Vehicle Age on the Road Today Keeps Climbing – Why?

New analysis from IHS Markit points to record-breaking vehicle ages on the road today. Over the past few years, vehicle age has been slowly...

Generate More Be-Backs with this Step-by-Step Guide

  Before the age of the internet and smartphones, be-backs were done with voicemails and letters. However, today there is so much technology at a...

Mastering Your Vehicle Service Contract Sales

Listen up, F&I managers: When was the last time you took a long, hard look at your service contract sales? Were you happy with...

Eliminating Your Customers’ Fears

 On this episode of the Saturday Morning Sales Meeting, David Lewis of David Lewis and Associates talks about understanding and eliminating your customers' fears...

June Kerrigan Report: Retail Automotive Bounces Back Strong

After some tumultuous activity, the Kerrigan Index settled down for the month of June. The index was up five percent that month, which means...