F&I Recruiting and Sales Training

Dealerships take the 20 Group in-house

12:01 am U.S. ET | Dec. 14, 2015

In the past five years, hundreds of medium-size dealership groups have started doing their own internal 20 Groups to get a more comprehensive look at the stores' financials and operational strengths and weaknesses than they get through external 20 Groups....
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HANNAH LUTZ

BLOG: It’s time to look beyond car buyers’ credit scores

11:30 am U.S. ET | Oct. 21, 2015

For some consumers, payment history can show they are more prepared to take on loans than their credit scores would indicate. And that could be a win for the industry....
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HANNAH LUTZ

BLOG: Warding off bias claims by shedding light on dealer reserve

12:15 pm U.S. ET | Oct. 14, 2015

Of the three parties that share a financial stake in an auto loan arranged at a dealership, typically only two know exactly how the interest rate breaks down: the dealership and the lender. Most car buyers are in the dark when it comes to the bit of interest that the dealership likely has added to their loan, known as the dealer reserve....
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HANNAH LUTZ

BLOG: Different challenges, but these 2 finance companies move forward

11:45 am U.S. ET | Oct. 7, 2015

GM Financial is rising strongly. And Ally Financial is still standing despite its shattered ties to General Motors....
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BEST PRACTICES

Iowa dealership group spots talent, teaches leadership

12:01 am U.S. ET | Oct. 5, 2015

The McGrath Family of Dealerships' Emerging Leaders Program teaches talented non-management employees leadership skills, while assessing if they are capable of being part of management someday....
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HANNAH LUTZ

BLOG: Before CFPB crackdown, how about some guidance?

12:00 pm U.S. ET | Sept. 30, 2015

Before the Consumer Financial Protection Bureau cracks down on auto lenders, it should offer guidance on what its dealer reserve standards are....
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HANNAH LUTZ

BLOG: A cautionary tale of 2 dealership groups and compliance

1:15 pm U.S. ET | Sept. 23, 2015

Just two years after the FTC charged them with deceptive advertising, two dealership groups caught fire again. And it’s costing them....
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HANNAH LUTZ

BLOG: Is more schooling needed on CFPB?

12:15 pm U.S. ET | Sept. 16, 2015

Is the Consumer Financial Protection Bureau the household name everybody assumes it is?...
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HANNAH LUTZ

BLOG: E-contracting needs standard definition

12:15 pm U.S. ET | Aug. 26, 2015

Although electronic contracting has gained traction, it’s still not widely embraced by dealers.
...
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HANNAH LUTZ

BLOG: Why industry's trudging tech rep no longer applies

12:15 pm U.S. ET | Aug. 19, 2015

Auto dealers and lenders have a reputation of resisting change, especially when it comes to technology. But maybe that reputation is undeserved now....
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HANNAH LUTZ

BLOG: A case for using single staffer for sales, F&I

11:45 am U.S. ET | Aug. 12, 2015

At Barry Chrysler-Dodge-Jeep- Ram in Ephrata, Wash., store owner Denver Morford wants customers to work with the same employee throughout the entire purchase process to build a relationship and customer retention....
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JAMIE LaREAU

BLOG: A case for breaking the 300% rule

11:45 am U.S. ET | June 17, 2015

Most F&I folks subscribe to the “300 percent rule”: Offer 100 percent of the products to 100 percent of the dealership's customers 100 percent of the time. But a recent conversation with a friend indicates the rule doesn't apply to 100 percent of cases....
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JAMIE LaREAU

BLOG: F&I providers and lenders, here's your chance to fulfill dealers' dreams

11:30 am U.S. ET | May 27, 2015

With gross profit margins on new-vehicle sales narrowing, dealers are worried about the future and where the profits on the sales side will come. The F&I office is an obvious place....
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