recent articles

Table with paperwork and two subjects making a deal
March 24, 2023
Why F&I Can Benefit from Moving to Preloaded Ancillaries in 2023

F&I managers have one of the hardest, if not THE hardest, job in today’s dealership. Ask anyone who has ever been in ‘the box’ what the one word is that can describe their job and they will likely say ‘pressure.

Two individuals engaging in a business deal while one of them crosses his fingers behind his back
March 17, 2023
Common Dealership Fraud - How to Prevent Identity Theft and Spot Fake ID Scams

Your buyer's identity can be stolen from mishandling of documents during the course of a deal. Dealerships can also fall victim to one of the most common forms of fraud, fake identification scams. 

Person handing a another one car keys in front of a car
March 10, 2023
Is Consultative Selling a Better Option in F&I?

Simply put, consultative selling allows your F&I staff to focus on building a relationship with the buyer and identifying solutions to their unique challenges through a series of open-ended questions and active listening.

Cars in a dealership with paperwork on a table
March 3, 2023
Time to Move GAP Down in the Menu Order? Maybe

The order of presentation for the product menu is the tricky thing. After settling in on rate, the high margin products are usually the first to be presented. Going for the highest margins products first is usually strategy with the thought being that the smaller products don’t matter as much.

Detail of two people shaking hands
February 24, 2023
Why It Matters to Have Just One F&I Provider

One change that has been moving through the industry is consolidating all F&I products under one provider. For decades, dealers have had many providers to choose from, each with their own speciality. And where one may have been lacking in specific products, another was there to fill that space.

Sky blue car detailed shot of headlights
February 17, 2023
4 Best Preloaded Products for 2023

With interest rates staying higher than they have been in decades and the price of new and used cars reaching record highs, it doesn’t mean there are not opportunities to offer preloaded products that can help keep money in your customers’ pocket instead of at the service bay.

Conference room with people having a meeting as the sun sets
February 10, 2023
5 Ways to Make F&I Meetings a Positive Experience

F&I meetings are the perfect chance to refocus the team, fix things that are broken, and give staff a voice in things that matter to them

Laboratory working observing a virus under the microscope
February 3, 2023
With the Pandemic Fading, Here are 4 Reasons Why It Still Makes Sense to Offer Antimicrobial Protection

Car going fast on a clear road with blue skies
January 27, 2023
F&I in 2023 - 6 Strategies to Prepare for a Wild Ride

2023 has been forecasted to be a difficult year for car buying and it isn’t just one thing that’s driving that pessimism…

Customer closing an auto loan deal with lender
January 20, 2023
Lenders Tightening Credit Means Offering More Choice

Credit unions are the financial institutions to have tighten credit the most, which presents a new opportunity for F&I departments

User submitting an online review on his smartphone
January 13, 2023
How to Get Better Google Reviews for Your Dealership & Why It Matters

Online reviews are critical to the success of just about any business and yes, that includes car dealerships.

Two people closing a merger deal shaking hands
January 6, 2023
More F&I Mergers to Start 2023 - Good or Bad Thing for the Market?

Over just the last three years alone, the automotive aftermarket has also been shaken up by several major acquisitions of F&I administrators backed by private equity firms.

Man in uniform working on an autombile
December 23, 2022
No Service Drive at Your Independent Lot? No Problem with VSC+

At a time when used car dealers of all sizes are still recovering from record high wholesale prices and sparse inventory, being able to offer your customer a truly comprehensive total protection & service plan is a win for your F&I profits and for your customer.

F & I training with instructor using a whiteboard and someone taking ntes
December 16, 2022
F&I Training Needs a Reboot

Dealers are starting to see that the best and most direct training is right under their noses. Senior managers and Directors are often the best teachers.

Person having an incident with a leased car
December 9, 2022
How to Build the Perfect Lease Protection Package (and Why Now is the Perfect Time to Offer It)

There is a strategy that more dealers are starting to embrace and it requires viewing the lease deal from a different and more creative perspective.

Why Preloaded Ancillaries Can Help Buyers Dealing with Higher Payments
November 25, 2022
Why Preloaded Ancillaries Can Help Buyers Dealing with Higher Payments

In light of the latest moves from the FTC regarding F&I products and what is or is not looked at as a ‘beneficial’ product to sell, dealerships may have to polish their sales skills a bit to make sure customers see the value in every ancillary product you offer.

November 18, 2022
How to Fix Common Problems in Your F&I Department (Do It Now While Times Are Good)

When times are good as they are now in the market, this is the best time for F&I directors to take the pulse of the department

User shopping online
November 11, 2022
Introducing F&I Products Early Is Key Online for Better PVR

Introducing F&I products through online channels like social media can encourage buyers to make an informed decision faster

Mechanic working on vehicle repairs
November 4, 2022
How to Use Vehicle History to Sell More VSC and PPM

The vehicle history report is a great tool to sell VSC because it gives the buyer advanced insights on the real condition of the vehicle

Auto financing solutions offered by dealerships
October 28, 2022
How Adding More Finance Sources Helps Buyers Now More Than Ever

For car buyers that have challenged credit that fall into ‘near prime’ or subprime, rising rates present a bigger problem. For those dealerships trying to help buyers at a different level, it’s important to have a deep variety of lenders who can help.

Corporate training participants and instructor
October 21, 2022
3 Immediate Benefits to Cross-Training Sales and F&I

There are two departments that are equally dependent on each other for their success at dealerships and the argument could be made (as it will here…hint-hint) that the opportunity for cross-training between them is critical now more than ever.

A teenager in a red shirt and khakis sitting cross legged with a headache working on a laptop
October 14, 2022
Gen Z’s Biggest Complaint About the Dealership Experience (and it’s not what you may think)

Research into how the largest demographic cohort views car purchasing is revealing some interesting things and uncovering new opportunities for dealerships to pivot and alter their process to keep these buyers coming into their stores rather than lean into buying and financing entirely online.

Tire and Wheel
Navy electric car with a plug connected to it's charging port
October 7, 2022
2 Reasons Why Selling More EV’s Should Increase Tire & Wheel Sales

As more states set mandates of selling only new EV’s within certain timeframes and manufacturers announce their own plans to make most if not all of their lines EV within the next 5-10 years, the effect it will have on the products F&I sales cannot be ignored.

Powertrain Warranty
A man is handed his car key fob through an open car window.
September 30, 2022
3 Reasons Why a Lifetime Powertrain Warranty Should Be Standard on Every Sale

One way to make sure your used car inventory is as appealing as possible is to offer a lifetime powertrain warranty. And if you offer it as a preload, even better. Your Customers Want It…So Why Not?

Need to file a claim or cancel a contract?