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...

How to Negotiate SMART!

negotiate
Car dealers rely on the F&I department to run big PVR with stellar customer service. The experience in the F&I office can have a lasting impression that could make or break the client returning to your dealership to purchase their next vehicle. So how can we...

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

F&I
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 the car buying experience among buyers. How can you change that? It can be. As easy as selling yourself first...

3 Tips for a Smoother Subprime F&I Experience

subprime
If your dealership works in the subprime space at all, you already understand the challenges that come with these deals. Tighter restrictions on payment, income verification, and a sometimes hostile or uncomfortable exchange between F&I and the borrower. How can this process be easier for...

Does The Perfect Car Fairy Exists For the Cash Customer?

Cash Customer
Why are VSC sales much lower on cash transactions? Does the perfect car fairy bless the cars of the customers who choose to pay cash? It’s amazing how many F&I managers will conveniently leave for lunch knowing that the next deal is the DREADED...

3 Hot F&I Topics for 2019 and Tips to Be Ready Now…

F&I
As 2018 draws to a close, dealerships already have an eye on the potential issues that could be facing them in the new year, particularly in the F&I office. The headlines over the last year have been dominated by rising interest rates, the challenges...

Credit Life & Accident Insurance – Still Worth Selling? Yes.

credit life
Back in the good ol’ days of F&I (we’re talking 70’s and 80’s specifically here), one of the more profitable and popular products a dealer could sell ‘in the box’ was credit life insurance and accident/health insurance (A&H). You could hold a high margin...

How to Minimize Car Buying Time at Your Dealership – Mazen Letayf, Dealertrack

dealertrack's new f&ivideo
As you may know, the F&I Department is perhaps the most rapidly-changing area of the dealership. From e-contracts to digital menus, you might be asking yourself "How can I use this new technology to enhance customer experience?" Well, our guest today has a few suggestions....

HEADLINES

David Lewisvideo

How to Deal With a Best Price Shopper

Most car buyers come into the dealership with the fear that they will be pressured into buying something that's not really what they want....
newscastvideo

Week In Review: Cody Lusk & Chairman Howard Hakes of AIADA Talk Tariffs, Trends,...

CBT News Week In Review for Friday, March 22nd, 2019: Evaluating Your Dealership's Marketing Team and Advertising Spend (Part 2) - Glenn Pasch, CEO of...
credit data

Top Tools to Use to Make Sure Your Dealership Has the Necessary Technology

Most consumers today are savvy enough to check their credit scores before they even walk into the dealership. Knowing their score lets them have...
extra milevideo

Going the Extra Mile and Following Up

 How far are you willing to go when it comes to following up? Cory explains how to go the extra mile, in an effort...

How to Deal With a Best Price Shopper

Most car buyers come into the dealership with the fear that they will be pressured into buying something that's not really what they want....

Slowing Down in the Service Process

On this week's episode of the Weekly Tune-Up, Almog Veig of David Lewis & Associates talks about how slowing down in the beginning of the...

Accountability and What It Is Worth to Your Business

Your culture, what’s that worth? Team morale, momentum, your brand, the customer experience, the team member experience, your own credibility as a leader. You...