F&I

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...