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Cross-training can maximize dealership profits

Today, Becky Chernek sits down with Ed Adams, Director of Finance for McGeorge Toyota to discuss the benefits of cross-training your staff and how this can play a significant role in reducing the F&I Bottleneck.
Cross-training can maximize dealership profits on the front end and the back end. Sales people should be trained to introduce financing and leasing options early in car buying negotiation. Keeping them in the dark will not increase profits and can undermine your efforts at achieving high sales volumes. As you know, today’s car buying customers are savvier than ever before. Having a sales associate who is ill prepared to address customer concerns is a sure-fire way of diminishing your results. Cross-training them is the answer.
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Becky Chernek
Becky Chernek
Rebecca Chernek has nearly three decades of consulting experience in the automotive retail industry. She started her career by working with her father at their family-owned auto dealerships in Have De Grace, Maryland. She gained hands-on skills and experience in almost every aspect of the automotive sales process: new used cars and trucks sales, F&I, Director of Finance for volume operations and general management. Rebecca has helped hundreds of automotive car dealers throughout the U.S. and Canada streamline their processes and closing techniques and significantly increase profits.

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