Friday, March 5, 2021
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service

How to get customers back for first service

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It’s easy to think that a manufacturer’s free maintenance plan is enough to bring someone in for the first service if you just had one to offer. If you don’t have that option, how could you get your buyer in for their first service? Let’s look at some ways to get them back and keep […]
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OfferLogix

How to bridge the gap between your digital retailing platform and...

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Digital retailing is no longer an added incentive for dealers. It has become the expectation of automotive consumers. Today on CBT News, Aaron Bickart...
F&I

Two reasons it may work for the sales consultant to...

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The F&I department and the process by which they deliver profit for the dealer has been stuck in one paradigm. Customers spend too much time picking out the perfect car and then dread the walk to ‘The Box’ where the F&I manager lays in wait to push them into buying aftermarket products they think they don’t need and […]
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F&I

Coaching vs. training – how to help struggling F&I staff

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When your dealership is faced with an F&I manager that is underperforming in PVR and CSI scores, what do you do? Do you just get frustrated and start cleaning house? Do you start thinking about what salespeople you can elevate from the floor to the box?  Maybe there is another way to deal with the need for BIG change […]
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How to take the next step towards improving your dealership’s digital...

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As dealers continue to prepare for the 2021 NADA virtual show, CBT News anchor Jim Fitzpatrick sits down with Cheryl Miller, Vice President of...
F&I

Trim the time in the F&I office for improved CX

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An extended in-dealership visit continues to be a pain point for car shoppers with the finance and insurance process often dominating the clock. One customer recounted their recent experience buying a vehicle from a prominent Ford dealership with CBT News – a dealership experience that was generally positive but still far from perfect. Of their four […]
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Why your dealership should simplify its F&I offerings to these...

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2020 was a rollercoaster ride for many auto dealers. Last March and April, many dealers were concerned that they would have to close their doors permanently, only to experience record-breaking months in May, June, and onward throughout the year. To find out how dealers can leverage the lessons learned in 2020 from an F&I perspective, […]
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F&I

All-time high new vehicle prices a reason to emphasize F&I...

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As CBT News has reported previously, the average new vehicle listing price broke through the $40,000 ceiling in December 2020. Throughout the year, average term length increased by a month from 76 to 77 months, monthly payment climbed from $638 to $653, and, most notably, the amount financed skyrocketed almost $5,000 from $38,614 to $43,419, according […]
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How the acceleration of digital retailing will affect the auto industry...

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Today on CBT News, anchor Jim Fitzpatrick is joined by Pete MacInnis, Founder and CEO of eLEND Solutions. His company offers automotive finance solutions...
F&I

Is now the right time to try upfront F&I pricing?

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Many years ago, Carmax stormed into the automotive space with the ‘no haggle’ price. What you see on the window sticker is it…no negotiation, take it or leave it. That sent a shudder down the spine of every used dealer in America.  After all, the negotiation back-and-forth is what so many car salespeople live for. […]
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