What the Baby Boomer Buyer Expects from F&I

boomers
There have been many articles on how to sell to Gen Z or the Millennials in F&I but it’s just as important to know how to sell to the second-biggest group of car buyers…the Baby Boomers. Widely looked at as the generation born between 1945-1964,...

How Dealertrack is Creating a Seamless Car Buying Experience for Customers – Cheryl Miller, Sr. VP

dealertrackvideo
Recently, the CBT Automotive Network was on-location at NADA 2020 in beautiful Las Vegas where host Jim Fitzpatrick spoke with Cheryl Miller, Senior Vice President at Dealertrack F&I Solutions. VIDEO TRANSCRIPT: Jim Fitzpatrick: We're at the 2020 NADA convention here in Las Vegas. We are catching...

4 Ways to Ace the Customer F&I Interview

F&I
Making sales in any industry requires knowledge of what makes your customer tick, what their ‘pain points’ are, and being able to apply that knowledge to show them how your product helps them. But in F&I, how do you find all that out when...

Breaking the F&I Stereotype – Simple Steps, Powerful Results

stereotype
For decades, car buyers have walked into the F&I office with a sense of dread and many would rather have a root canal than have to deal with the fast-talking guy ‘in the box’. F&I managers were always viewed with a wary eye and...

Better Framing, Better Context Equals Higher F&I Sales

F&I
Paint the picture. That’s what nearly every self-professed sales guru says when training salespeople. Appeal to their emotions and get them to ‘see’ themselves using your product or service. Good advice…so how would that apply to the unique selling environment within an F&I office? Framing...

4 Simple Ways to Personalize the F&I Experience

experience
We live in what people are calling The Age of the Consumer and for the F&I department, it means a fresh focus on providing an experience that is markedly different than what consumers are used to. A more personalized experience, one that is more...

Turning Pet Peeves into Positives

F&I managers
Pet peeves. We’ve all got ‘em. They course through our veins and pick at our last nerve. Most of us keep them to ourselves, never really letting the world know the very things that drive us nuts. Maybe you think it’s easier to just...

How Gen Z Changes the F&I Approach and Tips on How to Adapt

gen z
Much has been made of working with Millennials in the F&I office. Hundreds of articles and blogs analyze the most effective ways to engage and sell to them. But many in the industry could be ignoring one of the bigger and soon-to-be influential groups...

How The JM&A Group is Helping Dealers Stay Current in the Ever-Evolving Auto Retail Industry

JM&Avideo
On today’s show, we’re pleased to welcome Chris May, Director of Performance Development Center at JM&A Group, a comprehensive dealer solutions company that has been in the industry for over 40 years.  VIDEO TRANSCRIPT: Jim Fitzpatrick: Hi, everyone. Jim Fitzpatrick. Thanks so much for joining me...

3 Simple Ways to Inspire Your F&I Staff

F&I managers
For as long as there have been ‘sales’ teams’, there has always been a fundamental problem of exactly HOW to motivate, excite, or inspire them to achieve more sales and more profit. F&I managers in the dealership environment are really no different. They are...

HEADLINES

KPAvideo

KPA Launches COVID-19 Resource Center for New Car Dealers

As part of our continuing coverage of the Coronavirus, we’re pleased to welcome Zach Pucillo, Mid-Atlantic District Team Supervisor at KPA. In this segment, Zach...
Shep Hykenvideo

What Dealers Can Do Right Now to Support and Retain Their Customer Base –...

As part of our continuing coverage of the Coronavirus, we’re pleased to welcome back Shep Hyken, customer experience expert and New York Times best-selling...
Sean Wolfingtonvideo

How Dealers Can Get Funding to Survive This Crisis and Thrive During the Recovery...

As part of our continuing Coronavirus coverage, we’re pleased to welcome Sean Wolfington, Founder and Chairman of CarSaver and seasoned tech Entrepreneur responsible for...
Apple Hondavideo

Apple Honda’s Eric Nichols Discusses the Changes His Dealership Has Made to Sustain Operations

As part of our ongoing coverage of the Coronavirus, we’re pleased to welcome back Eric Mercado, President of WeDrive Automotive along with Eric Nichols,...

Selling Your Customer’s Story to the Bank

Some dealerships like to cut corners in order to get a customer approved by the lender. On this week's episode of F&I Today, Becky...

March Kerrigan Report: How will COVID-19 Affect Dealership Earnings for the...

Welcome to the Kerrigan Advisors Market Update with Jim Fitzpatrick and Erin Kerrigan, Founder and Managing Director of Kerrigan Advisors. In this segment, Erin...

The Importance of Confirming Appointments

On this week's episode of Kain & Co., David Kain talks about confirming appointments with your ptoential customers in order to move to the...
Coronavirus Coverage Central

CBT Automotive Network is providing up-to-date coverage on the COVID-19 pandemic's impact on auto dealers, automakers, and dealership personnel