F&I Recruiting and Sales Training

KEITH CRAIN

Selling cars today takes a lot of work

12:01 am U.S. ET | Feb. 17, 2014
Once upon a time, selling cars was a fairly straightforward process. Those days are gone forever. Today, there are people from 18 to 80 buying cars, and they all have different needs, which require entirely different sales approaches and processes....
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Vicious circle: Saving money by skipping training is no bargain

12:01 am U.S. ET | Feb. 10, 2014
Chances are those new auto dealership sales hires won't be around long enough to need training. But failing to train them is one reason they won't be around....
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JAMES B. TREECE

Flawed study has lessons for F&I managers

12:01 am U.S. ET | Feb. 5, 2014
There’s a lot not to like about a new study on discrimination in car loans. But there also are a few nuggets in it that indicate problems in the F&I office.
The study is titled "Non-Negotiable: Negotiation Doesn’t Help African Americans and Latinos on Dealer-Financed Car Loans" and was conducted by the nonprofit Center for Responsible Lending in Durham, N.C....
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NADA PREVIEW

Manheim teaches dealers' kids about the auction biz

12:01 am U.S. ET | Jan. 20, 2014
Manheim's largest auction site has created a yearlong training program to teach dealers' children how to buy and sell vehicles at auctions profitably. Tim Van Dam, market vice president of Manheim's Northeast Market, says the NextGEN program is the result of conversations with dealers who want their children to learn about the intricacies of auctions in preparation to join, or take over, the family business....
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NADA PREVIEW

Needed: Training, experience and the right stuff

12:01 am U.S. ET | Jan. 20, 2014
Dealer Dick Garber would be proud if his son, RJ, runs his company someday. But RJ, 19, first must prove himself. "I have seen sons ruin great businesses that their fathers built. I would never let that happen," says Dick Garber, 58....
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JAMES B. TREECE

Numbers suggest mediocre F&I performance

12:01 am U.S. ET | Oct. 2, 2013
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....
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JAMIE LaREAU

F&I managers: Prepare for more buyers with poor credit

12:01 am U.S. ET | Sept. 25, 2013
F&I managers have their work cut out for them. That's because the average U.S. car buyer has pretty iffy credit, according to the latest data compiled by Morgan Stanley for its Auto Credit Quality and Auto Credit Availability indices....
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JAMES B. TREECE

A video can be your best F&I defense

12:01 am U.S. ET | Sept. 25, 2013
Several panelists here at last week’s Industry Summit, an annual F&I conference, endorsed videotaping all F&I presentations....
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How F&I managers can help drive car sales

12:01 am U.S. ET | Sept. 9, 2013
John Ward bounces daily between his two offices at McGeorge Toyota-Scion near Richmond, Va. One office is in the finance and insurance area; the other is in the sales department. Ward is the store's finance director. But he says his role is to help sell cars, too....
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