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.
In every automotive dealership, the sales team follows a well-defined Road to the Sale—a process that takes customers through critical steps from the initial greeting to the final handshake. Yet, when it comes to the Finance & Insurance (F&I) department, that same clarity of process can ...
Why today’s automotive finance managers must adapt to meet the evolving demands of the modern car buyer.
In the ever-changing landscape of the automotive industry, dealership owners/dealer principals face an array of uncertainties. From fluctuating interest rates to fluctuating inventory levels, the focus must remain on selling cars, providing top-notch service, and maintaining the dealership's ...
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 ...
"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 ...
Monitoring and evaluating the performance of your Finance & Insurance (F&I) department has never been more critical than today. With the increasing number of products available and rising interest rates, the traditional metrics are no longer sufficient to gauge success. To ensure your ...
When you’ve spent as many years as I have in the automotive industry trenches, you learn one simple truth: success in this business isn’t just about having the right inventory on the lot—it’s also about having the right processes, people, and partnerships in place. One crucial aspect of this is ...
Integrating Non-Traditional F&I Products: A Strategic Advantage In the competitive and ever-evolving landscape of the automotive industry, dealerships must constantly seek innovative ways to enhance profitability while simultaneously improving customer satisfaction. Traditionally, F&I ...
Navigating the complexities of reinsurance and wealth management can be overwhelming, especially when your primary focus as a dealer is ensuring that your F&I products align seamlessly with your financial objectives. The decisions you make regarding these products directly influence the ...
