Surge in Used Car Sales Opens Up F&I Opportunities

car sales
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 is that new car sales forecasts are trending lower for this year. More used units are moving, and dealers are...

Are You Meeting Your VSC Objectives?

service contract
I constantly get calls asking about the average service contract penetration in the United States. While it makes sense to measure your production against the average, when it comes to setting goals, I prefer to set mine higher! When I was working at a Honda...

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

consultative sales
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 sell more? How do I convince more people to buy from me? What is the best method to connect in...

3 Reasons It’s Still Ok to Call Your F&I Staff ‘Managers’

F&I staff
Titles. Do they matter and if so, do they matter to the person who has the title or the person interacting with them? In dealerships, as in most businesses, the staff has titles dependent on where they fall in terms of authority. Director, manager, salesperson, service...

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

F&I
Interviewing for any position at a dealership is a bit of a balancing act when assessing whether or not the person will be a good fit. Will they have the right personality? The right combination of experience and prior success? The dealership environment is a...

Let’s Change the Conversation

service contract
The F&I office is the lifeblood of the dealership. With the race to the bottom on price, dealers need to make up the profit on the back end. The pressure is on and the dealer expects a minimum PVR of 1500. F&I managers must bring their...

When Slow Times Can Actually Help F&I

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 happens, though, and when we think of this quiet period in the dealership, everyone defaults to standing around chatting in...

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

F&I manager
When we are being sold a variety of products or services, do we as consumer like to hear about them one at a time or do we want to simply see a ‘package’ of a few products and make our decision from there? Which...

Does the Title of Your F&I Manager Matter?

f&i manager
The retail automotive industry is experiencing significant changes that can quickly leave your dealership in the dust if you are not adapting to what buyers want today. We live in a time when information is readily available to car shoppers and most of them...

4 Unique Steps to Higher F&I Profits in 2019

profits
A new year is upon us and with it a chance to reflect on the year past and commit to changing your fortunes (and profits) in the year ahead. This is the perfect time to take a closer look at what changes you can...

HEADLINES

newscastvideo

Is Your Dealership Getting Fooled by Vanity Metrics? | 7 Tips For Evaluating Your...

Today on CBTNews.com - Wednesday, May 22nd, 2019: Is Your Dealership Getting Fooled by Vanity Metrics? - Jonathan "JT" Thompson, Force Marketing Despite positive page views...
vendors

7 Tips For Evaluating Your Vendors

Any business owner will tell you that the success of their business depends greatly on both the vendors and suppliers that they choose. While...
car buying experience

Four Ways to Help Consumers Move Past Anxiety During the Car Buying Process

When you hear accounts of those who have purchased cars or articles that touch on the emotional side of the car buying process, many...
Tip of the Dayvideo

Getting Out of a Rut

In a rut?  It happens to the best of us. Forget about why you’re in it.  Mark gives you three simple steps to get...

Creating a Marketing Strategy with Cable TV Advertising

On this week's episode of Auto Marketing Now, Brian Pasch talks about how to create a targeted and efficient marketing strategy by utilizing cable...

The Importance of a Dream Team Concept

On today's episode of F&I Today, Becky Chernek discusses the importance of a Dream Team concept between sales and F&I as well as how you...

Having the Willingness to Win

The retail auto industry can often times feel like a race. Sometimes we're racing against coworkers or the competition, while other times we're racing...