Today, gaining market share in the automotive industry is a battle. Any edge a dealer can gain over its competitors can mean the difference between victory and defeat. The industry’s latest battleground is the non-prime market. The non-prime customer population holds great promise for dealerships. However, conscientious preparation is necessary [...] Read more »
People love cars and the decision-making process: the model, equipment, color and so forth. They take pride in the possession of a new car. What they generally don’t like is the experience of shopping for a new car. They often feel manipulated and mismanaged. Regardless of the deal they negotiated, there [...] Read more »
ADI’s Dean of Education Arzu Algan’s articles are featured on F&I Magazine’s web site in "An exclusive GMAC-sponsored Front-End Operations Supplement". This supplemental by GMAC Financial Services presents some of the industry’s best practices. Due to ADI’s commitment to excellence in the automotive Finance and Insurance field, GMAC consulted Dean Algan to share her [...] Read more »
Sub-prime sales have a come along way in recent years. In the past, most franchised dealers couldn’t see the potential for profits from sub-prime business. They dismissed it outright as “too risky.” They thought credit-challenged, lower income customers were someone else’s problem, rather than an opportunity for increased business. They virtually [...] Read more »
The customer has probably spent several hours with a salesperson, and now is introduced to a new individual who has the power to make, or break, the transaction. The fear of the unknown is always scary, so there is bound to be some trepidation on the customer’s behalf.
To help put [...] Read more »
The automotive industry is changing. Profit margins are narrowing as the marketplace becomes increasingly competitive – and complex. For the consumer, this is the golden age of choices – not only in the myriad of products that have flooded the market – but in financing options, and the companies that offer them. [...] Read more »
The transition of the customer from the salesperson to the finance manager is critical to ensure a successful transaction. Here’s how to achieve it.
The chain of custody as it refers to the customer is essential in all aspects of the automotive sales process. The customer must be controlled at all [...] Read more »
Every day, countless potential sales are lost by dealerships across the country. While the loss of profit to the dealership is cause for concern in itself, the worst part of this grim scenario is the reason behind the loss: potential customers are lost every day because their deals are mismanaged. Virtually [...] Read more »