recent articles

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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’.

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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.

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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..

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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
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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…

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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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December 21, 2021
3 Reasons to Look at Local Finance Companies

There are likely many finance companies in your local market that could be in a better position to help some borrowers based on creditworthiness and other factors.

December 17, 2021
Tips to Counter the DIY Etch Kit Objections in F&I

Consider etch as a preload as a reasonable cost to the buyer and in a time where the cost of a car is rapidly accelerating, they are more likely to see it as useful extra protection against loss from theft.

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December 14, 2021
3 Signs of a Dysfunctional F&I Department

F&I departments can often be the most tricky group to manage within the dealership…more than sales, service, or parts. If the environment is ‘off’ or has become toxic, filled with needless drama and turnover, it can have a cascading effect on other departments. Sales in particular.

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December 10, 2021
Change is Good…Ways to Help a Struggling F&I Manager Evolve

Here are a few tips that may help if you are a director or GM struggling with getting your team to embrace change.

December 8, 2021
3 Tips to Sell VSC’s to Credit Union Buyers

Credit union buyers are not a lost cause for the two most popular F&I products you sell. You may have to sell it for less but it can still be a win for your team. You know you are losing on the finance gross but selling a handful of plans will help the bottom line.

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December 6, 2021
Leverage PPM to Sell VSC After the Sale. Yes, It’s Possible.

Here’s a suggestion to help drive more post-sale VSC’s by leveraging PPM’s…incentivize the Service Advisors.

Man with different emotions|Good working environment and happy atmosphere in workplace. Team spirit. Smiley face drawn on a sticky paper and post it note on laptop in office workstation.
December 2, 2021
Personality or Sales Ability? Which is More Important for F&I Success?

Can you have an F&I manager with a great personality but light on sales skills? Or should sales ability be the first thing you look for regardless of how they present themselves to customers?

November 30, 2021
Being a Strong F&I Closer Means Opening Even Stronger.

Ask the right set of consultative questions. You establish rapport. You get real with the buyers and get inside their head to help set you up for an easier close.

November 26, 2021
Selling More GAP Policies Starts with Better Questions

To sell GAP, it’s important to drill down with the buyers in F&I to get them to see the benefit of this coverage. Car buyers are already told they don’t need it or that their insurance company already offers it but if you are armed with the right qualifying questions, your GAP penetration can increase easily.

Data Analytics
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November 24, 2021
Why Leveraging Data Reporting in F&I Can Be a Good Thing

How can your department change that perception and leverage reporting to make everything better within F&I? Here are a few ways robust reporting can help rather than hurt.

Identity Fraud
View of traditional hand-made patchwork quilt made of bright pieces
November 22, 2021
4 Ways to Spot Synthetic Identity Fraud

Synthetic ID fraud has a criminal constructing a completely new identity cobbling together personal identifiers from several different people. The fake buyer is literally assembled using a patchwork of personal info and because this new identity is usually cultivated over a period of a few years, it may not be obvious to those trying to root out the crime.

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November 19, 2021
2 Ways Service Advisors Can Help You Sell PPM

Often buyers feel they don’t need it or that the trip to the local lube shop around the corner is all they need for the first few years of ownership. Your job is to convince them otherwise and you could be ignoring one secret weapon to selling more.

Businessman catching money with a butterfly net, pop art retro vector illustration. Business and Finance, the concept of hunting for revenues and profits
November 16, 2021
3 Benefits to a VSC Recapture Program

What are some of the benefits of working with a follow-up program for the customers that ‘got away’? Is there value in the effort? In a word…yes.

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