F&I Recruiting and Sales Training

Salespeople study up on F-150's new features

12:01 am U.S. ET | Oct. 6, 2014
Ford Motor Co. has begun a series of intensive training sessions in 26 cities for about 11,000 dealership sales consultants to familiarize them about the 2015 F-150's new features, technology and capabilities....
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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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No. 1 store empowers, retains employees

No. 1 store empowers, retains employees

Texas dealer Greg May encourages his staffers to provide input and solve problems on their own. Mon., October 20
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