F&I Today

F&I Today takes a look at the trends affecting today’s finance departments, and is hosted by F&I expert and consultant Becky Cherneck. Get the latest training, news and information to help today’s finance managers run a better business office.

Creating a Frictionless Online Car Buying Experience

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There is still a lot unknown about how the Coronavirus will continue to affect American lives, industries, and consumerism. However, dealers can assume that COVID-19 may not be going away for a very long time. This means now is the…

Contacting the Customer After the Sale

 On this week's episode of F&I Today, Becky Chernek talks about the importance of following up with the customer after the sale should the customer decide not to purchase a service contract or other items. VIDEO TRANSCRIPTION: Becky Chernek:…

Why Salespeople Should Know Your F&I Products

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On this week's episode of F&I Today, Becky Chernek talks to Justin Jarek, General Sales Manager at Boniface-Hiers Chevrolet in Melbourne, Florida. Becky and Justin talked in depth about getting your sales team to endorse F&I products more.

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 Chernek explains how sharing your customer's story with the bank could turn that automatic "no" into…

Are You Presenting Your Menu the Right Way?

On this week's episode of F&I Today, industry expert Becky Chernek explains how consistent product pricing and offering your full F&I menu to all customers can benefit your dealership and bottom line.

How Your Culture Drives Performance

 On this week's episode of F&I Today, Becky Chernek talks about establishing a culture that defines who you are, spiffing salespeople on product sales, and today's evolving customers. VIDEO TRANSCRIPT:  Becky Chernek: Welcome to F&I Today. I'm your host…

Is Your F&I Manager on Social Media?

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 On this week's episode of F&I Today, Becky Chernek explains why the F&I manager at your dealership should be active on social media and implement it as a part of their process.   VIDEO TRANSCRIPTION: Becky Chernek: Welcome to…

What Does Digital Retailing Have To Do With F&I?

On this week's episode of F&I Today, Becky Chernek talks about digital retailing and what it has to do with F&I. Why should you worry about digital retailing in your F&I department? Digital retailing is currently the biggest trend in…

How Can You Maximize PVR Earnings?

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On this week's episode of F&I Today, Becky Chernek talks about the most recent PVR earnings, how AutoNation is maintaining a PVR of $1,900, and how you can improve your dealership's F&I process to maximize PVR.

Which F&I Products Should You Sell Online?

 On this week's episode of F&I Today, Becky Chernek explains why making all of your F&I products available online may not increase profits, and how you can build trust and loyalty without sacrificing your bottom line.   VIDEO TRANSCRIPTION:…


Conducting customer interviews online to discuss F&I options

It’s time to face a new reality. Offsite deliveries aren’t going anywhere anytime soon. COVID-19 has forever changed the way car dealers do business, quite possibly forever if not for the foreseeable future. In growing numbers, more dealers performing offsite…

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 the results? Do you really believe in the value of the service contract, or do you…

The Characteristics that Define Truly Successful F&I Managers

Is there a reason why some F&I managers outperform by earning nearly double per car than what others do? Is it just the luck of the draw that causes some F&I managers to get all the difficult deals? The answer…
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Erin Kerrigan discusses findings from the Kerrigan Advisors Q2 Blue Sky Report

Kerrigan Advisors recently released their Blue Sky Report that covers the overall buy-sell market and M&A activity in the auto retail industry through the second quarter of 2020. On today’s show, we’re pleased to welcome back Erin Kerrigan, founder and…

Leveraging sophisticated AI for your dealership’s video marketing strategy

There's nothing more powerful than TV when it comes to marketing, and dealers know this. However, it's also very expensive to do well. Executing television marketing efficiently and cost-effectively is an area that dealers typically struggle with, and they could…
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MB dealer Gregory Baranco says ‘manufacturers need to step up’ their diversity efforts

While there are over 18,000 dealers in the country, only 265 dealerships are owned by African Americans. The lack of black representation and the growth of diversity in automotive has hindered the industry generation after generation. Today, we’re joined by…

How F&I can play a part in increasing customer retention

“How do we keep ‘em coming back?” It’s a very important question for anyone working at a dealership. Customer retention is one of the most important priorities throughout dealership operations. Service, parts, and sales all rely on repeat customers and…

Moving marketing to an increasingly online environment

Apple’s fall product launch for the new iPad and Apple Watch moved online in 2020, and Nike launched a line of activewear in September digitally. For far-reaching product launches, global industry leaders have had to adjust their strategies to unveil…