Why do customers NEED Vehicle Service Contracts?

One of our account managers found an article over the weekend about U.S. drivers and their ability to afford an unforeseen car repair.  In a new survey by AAA, they found that 64 million american drivers would not be able to pay for an unexpected vehicle repair...

Industry Trends for 2017 by Agent Entrepreneur 2.16.17

Just read a great article by Agent Entrepreneur about the trends we are seeing and expect to see in 2017.  Overall, it looks like most leaders agree 2017 will match or slightly exceed 2016 levels.  With the impending regulation changes the incoming administration has...

F&I Sales on Lease Deals – Opportunity or not?

In a current auto industry article there is a discussion on how lease transactions affect the F&I department profitability.  The long term benefit to the dealer is a customer that will be back in the market in 2-3 years.  Immediately though, the F&I perception...

I need F&I Training! Help!

I recently met with an F&I manager in a Virginia dealership that was constantly seeing numbers above $800 per car from his manufacturer rep and he didn’t understand how it could actually happen.  His dealer had always told him he was doing a GREAT job at...

Consultative Selling vs Telling in the F&I Office

A common thread with high producing F&I managers is the technique in which they use to ‘sell’ their F&I products.  It is called consultative selling.  In a nutshell, Consultative Selling means to learn about the customer’s needs BEFORE you...

Dealer Owned Reinsurance Company

While traveling the country we frequently run into automotive dealers that say they are very happy with their current F&I product provider and training company. If we are able to dive a little deeper into the “why” they believe that it often times has...