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Is Your Negotiating Process Hurting You?

Thinking Like a Customer Might Seal the Deal By: Mark Tewart It’s a fact that the majority of customers still want to negotiate. Depending on the...
F&I process

Consider Cross-Training For the F&I Process

You don't want hybird car sales reps, so consider a change in the F&I process. BY MARK TEWART Doesn’t it make more sense to let them...

Properly Disclosing An Auto Sales Contract Isn’t Difficult

Remember that the RISC is active as soon as the customer signs it, so be deliberate. BY TONY DUPAQUIER As business managers, it is our...
Customer-Identity Thieves

Ponder How Appetizing Your Dealership Appears To Customer-Identity Thieves

Take steps to deter both hackers and burglars, and prepare an incident plan in case of a breach. BY ERIK NACHBAHR Auto dealerships are inviting...
Employee Handbook

Employee Handbook, Department Policy Manuals Deserve A Dealership’s Real Effort And...

Don’t make the mistake of just copying from the Internet; follow these steps to craft an effective guide. BY STEVE LEVINE In one of my toughest...

Evaluate Technology That Sharpens Or Simplifies F&I-Related Activities

Latest software is scaled to dealership size and segments target customers, verifies income and employment, reports to credit bureaus. BY ANGELICA JEFFREYS Technology is affecting every...
automotive customer experience

Consider Hybrid Salespeople/F&I Representatives For Your Dealership

Improve automotive customer experience and pull in more millennial buyers, improve customer experience and increase product sales. BY TONY DUPAQUIER I am seeing more dealers put...
complete credit applications

F&I And Sales On Same On Same Online Platform

If customers can complete credit applications and finance paperwork before coming to the dealership, the benefits are tremendous. BY PETE MACINNIS Today’s digital shoppers expect a...
Consumer credit reports

Beyond the Headline

Learning how to read the whole credit report and getting the full consumer story can help you avert potential missteps. BY JENN REID Consumer credit reports...

Holograms: Coming to a Dealership Near You?

Will holographic technology make the tablet – or even the F&I manager – obsolete? BY GEORGE ANGUS Americans love technology. That’s a fact. And staying...