recent articles

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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.

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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
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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.

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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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November 11, 2021
‘Recommend’ Rather Than Sell. One Word Can Make a Big Difference.

We all shrink away when we hear something that even remotely sounds like a sales pitch and in F&I, it’s easy to feel like that’s what you must do on every deal.

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November 8, 2021
Work From Home Buyers Need Aftermarket Special Protection…Here’s How You Offer It

Dealers report that buyers who work from home, particularly ones that live in apartment buildings with garage parking or large lots, are increasingly worried about their cars ‘sitting’ most of the time.

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November 5, 2021
Tips to Handle the Blame Game in F&I Compliance Situations

F&I has an enormous responsibility to make every deal airtight and in step with all state and Federal compliance. They must be empowered to take it seriously and push back when they see something is wrong and not be scared to speak up. A robust compliance review training and update every few months will help make sure these issues don’t become the norm.

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November 3, 2021
There is Always Room for Positivity in F&I…Even Now.

There are steps a dealership can take the more positive approach not only with their customers but with their staff…specifically the F&I managers as they navigate today’s tricky waters.

November 1, 2021
Top 5 Best F&I Preloads for Higher PVR and Better Customer Experience

Preloading products to Line 1 on the buyer's order is a simple, time-saving solution that more dealers are beginning to embrace.

October 29, 2021
Changing the F&I Stereotype for Good

October 27, 2021
Give Your Customers More Finance Options, Good for Them, Great for You

October 25, 2021
Lifetime Powertrain Can Make All the Difference Now

October 22, 2021
How to Switch to a Consultative Selling Approach in F&I

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October 20, 2021
Offering a High Mileage VSC? Better Pick a Good One.

Now more than ever, car shoppers should have access to a longer amount of protection from high mechanical repairs.

Paketmann bringt leuchtendes Paket
October 18, 2021
The Advantages of a First-Time Buyer Bundle in F&I

Bundles can be created for any buying scenario (leases, off-road, etc) but a bundles for a first time buyer would be unique in that it could be a product mix to not only help them not shoulder unexpected costs down the road but it could be attractive to the lender as well.

Certified PreOwned
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October 15, 2021
Thinking About Your Own CPO? Here’s Couple of Tips to Insure Success

If your dealership has ever considered building out a white labeled CPO program, now may be the right time to consider it.

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October 13, 2021
Converting the ‘Cash’ Buyer...Yes, It Can Be Done.

Cash deal. Just hearing that phrase almost always deflates even the most successful F&I manager with years in the business. Is there an effective dealer solution strategy to convert those buyers to dealership financing? Are there ways to still hold a profit on these deals? Yes...but it’s tricky.

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October 11, 2021
3 Questions to Qualify Your Buyer for GAP

Does your staff know all of the right questions to ask to make sure the buyer would benefit from this coverage? It’s a high margin product but all the more reason to make sure it’s sold properly and not something that could be a ‘chargeback casualty’ after the sale.

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