BLOG: James B. Treece
Posted 12:01 am U.S. ET, Oct. 2
Posted 12:01 am U.S. ET, Sept. 25
On average, the industry is doing a mediocre job of selling F&I products.That's my conclusion, based on Power Information Network numbers on penetration rates for F&I products, plus some insight from Tony Dupaquier, trainer extraordinaire at American Financial & Automotive Services.First, the numbers. PIN data show that an F&I product was sold to 40 percent ... Continue reading "Numbers suggest mediocre F&I performance" » Oct 2, 2013 12:01 am U.S. ET Post Comment
LAS VEGAS -- Several panelists here at last week’s Industry Summit, an annual F&I conference, endorsed videotaping all F&I presentations. Some cited it as a means of monitoring whether F&I managers presented all products to all customers while others said videos helped in training.F&I managers might be uncomfortable with those reasons. After all, moni ... Continue reading "A video can be your best F&I defense" » Sep 25, 2013 12:01 am U.S. ET Post Comment
The leadership of an association should reflect that group's members.That's why it is appropriate that Jack Neshe will take over as president of the National Auto Auction Association on Tuesday, Sept. 3.Consider the National Automobile Dealers Association. The NADA chairmanship seems to swing between dealers who run large dealership groups and those who run one- or two-sto ...