Do you remember the spring of 2020? The shutdowns, the uncertainty, the feeling that the auto industry as we knew it might never recover. It wasn’t that long ago, but with the pace of our business, some days it feels like ancient history.
No two vehicle purchases are exactly alike. Different lenders, trade-ins, financing structures, and customer needs mean every transaction has its own details. That variety can make it tempting to adjust the process from one deal to the next, especially when employees feel confident they've "seen ...
Protection products are a key part of the F&I process, but for many customers, they can feel confusing or overwhelming. Terms like “vehicle service contract,” “GAP coverage,” or “tire and wheel protection” aren’t always intuitive, especially for buyers who are already processing a major ...
A Guide to Achieving Desired Outcomes in F&I Focus is the foundation for clear perception and understanding. When you expect a specific outcome, you’re more likely to achieve it—especially when you channel your energy intentionally toward success.
Dealers face unique challenges with staffing. The fast-paced environment, high expectations, and relentless focus on sales can take a toll on employees, leading to burnout if not addressed proactively. Strengthening your staff and effectively managing burnout are crucial for maintaining a motivated ...
Dealerships face a myriad of challenges when it comes to hiring and recruiting the right talent. These challenges not only impact the overall efficiency and productivity of the dealership but also affect customer satisfaction and business growth. Let’s explore the key issues faced by dealerships in ...
In 1986, the automotive world looked very different. The Federal funds rate was 13%, Reagan was in the White House, and McMahon led the Chicago Bears to a Super Bowl Championship. It was also the year I began my journey in the automotive industry, coaching F&I personnel. Back then, F&I ...
Building a Stronger Dealership Team Across All Levels Investing in the growth of your team is not just a best practice; it is a strategic cornerstone that can significantly impact your dealership's financial success and culture. Nonetheless, many Dealer Principals and Managers may overlook the ...
"That's the way we've always done it." These seven words are notorious for being the most financially damaging in our industry, yet somehow, we hear them consistently during our dealership visits. The automotive business is slow to change as it is, but when you try to introduce wages into the ...
Building a Resilient Sales Team Over several decades, we have committed ourselves to working in concert with our dealer partners to cultivate their teams – a task that is both challenging and rewarding. Our overarching goal lies in seeking out that ideal mix of individuals capable of not only ...
