Excel-erate the Experience

by Gerry Gould
June 2015
F&I  and Showroom

There’s no doubt that the greatest obstacle to success in F&I and CSI is the time it takes to complete the F&I portion of the car-buying process. From relying on technology to experimenting with hybrid sales/F&I managers, there have been endless suggestions, discussions and debates on how to meet this ongoing challenge.

After all the trial and error, the end result is often the same: Customers still complain that it takes too long to complete a vehicle purchase. In fact, according to a 2014 customer-experience study conducted by Autotrader, customers spend an average of 61 minutes in the F&I office — more than two-thirds of the ideal 90-minute transaction time consumers desire. But the blame shouldn’t fall squarely on F&I, as the sales team can disrupt the flow to F&I by failing to follow a specific set of steps that lead to a successful handoff.

F&I's Core Principle

by Rick McCormick
F&I Showroom
January 2015

After nine years of traveling and working with F&I managers from coast to coast, I have discovered that top performers share a common characteristic. And it’s not charisma, personality, talent or people skills that set them apart.

The answer actually has to do with what motivates top performs to continue selling, even after the customer utters “No” several times. See, they committed to a core principle on which they operate, one that affects how and, more importantly, why they do their job. It’s what determines their level of success.

In the F&I office, there are only two options: profits or a defined purpose to genuinely help customers. Yes, everyone wants to increase profits and grow their income. However, the driving force behind how and why we do it dramatically affects our level of success in three distinct areas. Let’s review each one.

What Slump?

by Marv Eleazer
for F&I Showroom
March 2015

In response to a reporter’s question about a hitless streak, Yogi Berra, the oft-quoted New York Yankees legend, once said, “Slump? I ain’t in no slump. I just ain’t hitting.” Yes, Berra was known more for his one-liners than his athletic prowess, but you have to wonder if the Hall of Fame catcher just didn’t want to admit he was in a slump. Having suffered through more than a few slumps myself — some so bad I couldn’t give my products away — I’d understand if he did.

5 Things the Best Salespeople Never Do

by Ken K.
-The Sales Side
November 20, 2014

If you’ve worked more than one sales job then you’ve had more than one top sales rep as a co-worker. There is one (or more) in every organization. Usually their numbers are insane while everyone else is wondering how they did it. Well the best salespeople all have some things in common, and it’s usually not something they’re born with. Here are five things that the top sales reps at a company never do:

Rumors of the F&I Managers' Death Have Been Greatly Exaggerated

by Michael Esposito
January 13, 2015
DrivingSales.com

For several years there has been some banter concerning the demise of the F&I Manager position. A focus on the need to speed up the car-buying process and improve customer satisfaction will inevitably lead to the demise of this role in the dealership, or so it's said. In the words of Mark Twain, I believe the rumors of the F&I Manager's death have been greatly exaggerated.

In Just 21 Days, You Can Turn On Success!

by Joe Verde
for AE-emagazine
October 8, 2014

Replacing bad habits with sure-fire sales techniques

I want to share a technique I’ve learned that can change and improve anything in your life you want to change.

If you’re unhappy with your sales, your attitude, your skills, your work habits, your weight or anything else you can think of, you can change it in just three short weeks. Successful people in every walk of life have learned to use this technique to achieve positive changes in their personal lives and their careers.

If you think about it, don’t we do almost everything out of habit?

Is Your Sales Manager Any Good?

by Darin George
Wards Auto

On my travels as a trainer and recruiter, I’ve met many amazing sales managers and some who should not be within a country mile of the sales staff.

Wait for It...F&I Pros Offer Tips on Doing It Right

by Steve Finlay
Wards Auto

A dealership finance and insurance guy beefed to fellow F&I folks about waiting more than two hours for another store to complete paperwork and deliver his newly leased vehicle.

The soft-boiled eggs hit the fan when he registered that complaint among compatriots. Many of them said he had a lot of nerve.

Some rapped him for buying from a competitor. (He responded the other dealership had the vehicle he really wanted.)

Mostly they thought his griping about waiting was way out of line. Of all people, he should know unforeseen factors – from paperwork problems to credit issues to a customer crush on a busy night – can hold things up, they said.