recent articles

Mostly empty dealership lot with a single white car
June 3, 2022
4 Ways to Leverage Low Inventory Environment for Better F&I

Headlines are rather bleak these days with most automotive analysts saying that low inventory could linger into next year. So while it may look like there is no way to uncover anything positive about this situation, that may not be the case…especially in F&I.

A frustrated person with their head on the desk, working on paperwork on their computer
May 27, 2022
Helping Buyers with Realistic Payment Expectations Starts Early, Not Later

The last few years have arguably been the most challenging that both dealers and car shoppers have ever faced. Inventory in short or non-existent supply, rising interest rate in response to 40 year-high inflation, and now both new and used car prices seeing unprecedented increases.

Auto dashboard viewing the speedometer gauges
May 20, 2022
Why Your Dealership Should Be Offering High Mileage VSC Now…

Here are some reasons why offering a high mileage VSC could be one of the easiest menu items to present to your customers and why the market has made this shift…

Team huddle together with their hand's stacked
May 13, 2022
Better Together - The Case for F&I Training Up Sales Managers

Most people would agree that the dealership environment works best when all the managers across departments work together for the common good of the store. Each department is in some way interdependent on the other for support for the common goals of profitability. Service can support sales efforts in F&I, Parts and Service fit together like a glove on a daily basis, and F&I managers often lean on Sales Managers to help bring in buyers that are qualified before they come into the office.

A white question mark on a bright green background.
May 6, 2022
Selling More GAP Starts with Equal Parts Preparation & Solid Questions

With the extra effort necessary to sell GAP, it’s important to look at the current process for qualifying a buyer for GAP prior to presenting it on the menu. Is your staff taking the time to really assess whether or not GAP is the right fit? What information can be examined ahead of time to better prepare for the qualifying questions necessary to close more policies?

Sticky note with Time = Money next to an alarm clock
April 22, 2022
Ultimate Time-Saver for F&I Finance Approvals

‍What if we told you there was an easier way to consolidate your financing partners and your F&I providers all in one free menu? 

Wood blocks spelling out either change or chance
April 15, 2022
Something Good Coming Out of Something Bad - How COVID Changed F&I for the Better.

COVID-19 forced many markets to change the way they did things and in F&I, it has opened up a new way of approaching sales and communication that has made the experience for buyers light-years ahead of where it was before the pandemic hit in the Spring of 2020. The old way of buying a car, much less handling the paperwork/financing, was set on its ear and in a good way.

Appearance Bundles
A women with shopping bags leans against a SUV
April 8, 2022
Appearance Packages Should be an Easier Sell Now More Than Ever

Car shoppers today have quite a selection of aftermarket products to choose from when they step into the F&I office. In the last year, record high PVR has been a bright spot for dealers who are recouping lost revenue during the height of COVID. And while there are some products that may not have a direct correlation to challenging situations car buyers are in, there is one that should be an easier sale than ever.

Several gold trophies with gold glitter cascading around
April 1, 2022
Offering F&I in the Service Lane Means Everyone Wins… Especially Your Customers

Your Service Lane is a reliable and consistent source of revenue for your dealership and one of the most ‘high touch’ environments for customers. All day long they are engaged and working to elevate the experience of quality service & repair. But they can do much more…

A customer completes a form on a clipboard, with car keys on the table.
March 21, 2022
Don’t Lose VSC Sales to Online Sellers. Here’s How to Be Ready.

a new and growing set of players in the VSC space are multiplying like rabbits in the industry. More and more are getting their VC infusion and creating their slick websites to compete with dealerships who sell VSC’s. 

Coins with plants growing out of the top
March 14, 2022
Tips to Give the F&I Experience You Would Want Yourself

It starts with reframing how this process works in the F&I office to help go from an immediate defensiveness to a willingness to listen and understand more about how these products can help increase peace of mind. 

Compliance in a square with several bubbles linked to it. Text in the bubbles include Rules, Standards, Law, Requirements, Transparency, Regulations & Policies.
March 7, 2022
Tips for Better F&I Compliance Now and For the Future

F&I is the most regulated department at the dealership and rightly so. Financial disclosures, fair lending practices, identity fraud concerns, proper income reporting, etc. make it easy to have something slip through the cracks and cause a potential legal nightmare for the business and sometimes an irreparable hit to your reputation. 

Certified PreOwned
A large auto lot full of automobiles
March 1, 2022
2022 Could Be a Strong Year for CPO Vehicles…Here’s Why & How to Be Ready

Certified Pre-Owned is always an attractive way to purchase a car and offers the customer strong protections and in many cases, a better long term ownership experience. 

Wood Blocks of Do in the foreground with NT faded in the background
February 21, 2022
Keep a Clean Deal - Do’s and Don’t When Faced with a Tough F&I Deal

F&I is tough enough between selling, compliance, and the constant balancing act with sales to preserve every delivery possible…but knowing what you can and can’t get away with to get the approval can be a bit, shall we say, ‘fuzzy’.

Launch and an image of a Rocket displayed on wood blocks
February 14, 2022
Launching a Preloaded Bundle - Best Practices for Easy Profits

Presenting any aftermarket products and protection in F&I is already tough enough but when you are trying to help keep a preloaded ancillary package in the deal, it can be a real headache. Buyers don’t always see the value of a well-priced package designed to help save their vehicle from cosmetic issues.

Did you know placard held by a person in a light blue shirt
February 7, 2022
6 Tips to Be Ready for F&I Success in 2022

Industry surveys are showing that 50% of car shoppers will likely put off buying in 2022 but as much as 40% of those buying will switch their focus to used cars instead of new.

Simple wood steps
February 1, 2022
Simple Steps to Make Every Lease a Home Run for F&I

Leasing a new car is a great option for many new car shoppers…lower monthly payments, being able to jump into a new car every few years...

Birds eye view of car lot
January 26, 2022
Forecasting 2022 is Tricky for Sales But Some Bright Spots for F&I

The forecast for 2022 in the automotive industry is a bit of a mixed bag as 2021 did not see the huge turnaround from COVID that many had hoped for..

Hand holding money fanned out
January 19, 2022
Preloaded Ancillary Bundles Benefit More than Just F&I

Preloading ancillary bundles is an easy way to add extra profits to the bottom line of F&I without adding to the menu presentation process.

Private Label Products
Hand turns a dice and changes the word "tomorrow" to "today", or vice versa.
January 12, 2022
How Private Labeling F&I Products Helps Today and Tomorrow

One of the most powerful ways to make an immediate impact when building and/or strengthening your dealership brand that you may NOT be doing now? Private labeling your F&I products.

January 5, 2022
Bundles Just for the Newbies

When offering products in F&I to first-time buyers, the conventional wisdom is to offer everything but the kitchen sink assuming it works within the payment and the bank gives room for it. If you haven’t created a first-time buyer bundle, now may be the best time to start…

2 jigsaw puzzle on solid yellow background using as 2 important thing combine or working together to success or solve problem.
December 31, 2021
GAP Insurance Sales are Easier with These 3 Strategies

For those in F&I the sale of Guaranteed Asset Protection (GAP insurance), there are some fresh ways to approach the customer that may not be so difficult or awkward.

December 28, 2021
3 Reasons to Offer a Preloaded Lifetime Powertrain Warranty, Even on Orders

Customers are giving up trying to find the car they want and are putting in orders knowing it will take time for them to arrive. How does a dealer better compete with others in the market for that order? Offer something special with every order YOUR store fulfills.

December 23, 2021
Guiding Your Buyer Through the Tough High Interest Rate Discussion in F&I

One of the most uncomfortable moments in F&I is the ‘high interest rate’ discussion. Buyers won’t understand and F&I managers always look like the bad guy. But it doesn’t have to be that way.

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