Why ‘decision fatigue’ is killing your F&I gross
Buying a car demands more decisions than many customers expect. By the time they sign the purchase agreement, "decision fatigue" has set in. They have already negotiated a price, settled...
TSLA378.05019.83%
GM89.6503.49%
F12.5250.085%
RIVN14.0100.4%
CYD20.6600.66%
HMC35.8400.06%
TM218.5102.32%
CVNA76.2602.69%
PAG212.7900.43%
LAD310.8002.03%
AN186.0602.06%
GPI268.4607.11%
ABG210.2207.57%
SAH63.1501.44%
TSLA378.05019.83%
GM89.6503.49%
F12.5250.085%
RIVN14.0100.4%
CYD20.6600.66%
HMC35.8400.06%
TM218.5102.32%
CVNA76.2602.69%
PAG212.7900.43%
LAD310.8002.03%
AN186.0602.06%
GPI268.4607.11%
ABG210.2207.57%
SAH63.1501.44%
TSLA378.05019.83%
GM89.6503.49%
F12.5250.085%
RIVN14.0100.4%
CYD20.6600.66%
HMC35.8400.06%
TM218.5102.32%
CVNA76.2602.69%
PAG212.7900.43%
LAD310.8002.03%
AN186.0602.06%
GPI268.4607.11%
ABG210.2207.57%
SAH63.1501.44%
F&I
Getting more buyers across the finish line
Every car shopping journey has its highs and lows. On the positive side, it’s fun to do test drives and it’s exhilarating to drive off the lot in a new...
Finance Director shares path from rejection to BMW rooftop success
Symphony Wills did not stumble into the car business. She chased it, fought rejection, and took on a two-hour commute to get her foot in the door and onto the...
Affordability squeeze reshapes F&I strategy as dealers rethink customer conversations
Rising costs are reshaping how customers approach car buying, and F&I leaders must adjust their strategies to keep pace. On the latest episode of F&I Today, Paul Brown, Vice President...
4 customer personality types and how to win their business every time
Every customer who walks into a dealership is sending signals, but are you listening? Learning to read your customers and meet them where they are can build trust and close...
The talent factory: How to build F&I rockstars from within
Across the country, car dealerships are increasingly facing a new problem: finding and keeping the right people on staff. As veteran employees retire and customer expectations shift, dealers are rethinking...
Transparency trouble: How top dealers win trust from the start
The automotive retail industry is facing a transparency tipping point. Today's car buyers are better informed than any previous generation, and they are losing patience with dealerships that still rely...
Underwater deals rise to near-record highs, Edmunds says
On the Dash:
Negative equity reaches near-record levels, increasing rollover debt and total vehicle financing costs.
Longer loan terms and higher rates are slowing equity buildup and raising monthly payments.
...
The key to closing deals underwater
The rise of negative equity challenges dealerships and customers alike. On today's episode of F&I Today, Paul Brown, Vice President of Ascent Dealer Services, explains how negative equity affects trade-in...
Closing the gap between F&I and service
Dealerships can increase customer satisfaction and drive long-term profits by improving communication between finance and insurance (F&I) and service departments, Paul Brown, Vice President of Ascent Dealer Services, said on...
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