http://www.autodealerinstitute.com/news Wed, 01 Oct 2008 00:01:46 +0000 http://backend.userland.com/rss092 en When Ringo Starr sang, “You Know It Don’t Come Easy,” truer words could not have been written about success. If success was easy to come by, everyone would be successful.  It takes hard work to make the grade, and it’s especially hard in sales. That’s because you ... http://www.autodealerinstitute.com/news/success-is-it-easy-to-come-by-part-1-self-management.html Every industry measures the performance of its employees in terms of the good, the bad, and the mediocre.  The standards are especially high in the automotive field, where competition is tight, and the stakes are high.  A Finance Manager who is unethical, unorganized or underachieving won’t be ... http://www.autodealerinstitute.com/news/the-view-from-the-top.html Why E-Contracts Are Good for the Lender Simply put, e-contracting offers lenders a dramatic increase in productivity.  A work flow analysis shows a productivity increase of nearly 100 percent in favor ... http://www.autodealerinstitute.com/news/e-contracting-benefits-for-customers-and-lenders.html As competition in the automotive industry grows increasingly fierce, more and more industry professionals are looking to technology to gain the advantage over their competitors.  Foremost among these technology-based strategies is electronic contracting (e-contracting), which has been steadily gaining momentum among auto lenders and ... http://www.autodealerinstitute.com/news/e-contracting-benefits-for-dealers.html Given the disparity in lenders’ considerations, customers who fit the general nonprime category can’t be defined by a credit score alone.  A better way to identify a nonprime customer is to look at his or her credit report. Customers who have experienced one or more of ... http://www.autodealerinstitute.com/news/nonprime-beyond-the-numbers.html Given the credit characteristics of many consumers today, you’ve probably worked with customers with credit problems.  The epidemic of late payment histories and other credit issues has only grown more commonplace in ... http://www.autodealerinstitute.com/news/nonprime-more-than-a-number.html The manufacturer has a very different view of CSI.  The manufacturer, as opposed to the dealer, must be concerned about the value of its products and services to a much wider audience: not only all the customers that consume the products, but also all the ... http://www.autodealerinstitute.com/news/how-csi-is-tied-to-the-auto-manufacturers.html CSI is seen as both a blessing and a curse in the automotive industry.  It is a way for both automakers and autodealers to identify areas where their performance may be lacking; it also means that the manufacturer or dealer must accept responsibility for any problem ... http://www.autodealerinstitute.com/news/meaning-of-csi.html Finance Manager now must build a rapport with his customer.  This includes getting to know the customer by asking questions designed to encourage the customer to talk about himself.  This simultaneously ... http://www.autodealerinstitute.com/news/the-fi-consultation-process-part-2-questions.html The consultation process is an integral part of the F&I sales process.  It enables the Finance Manager to effectively “meet and greet” the customer and verify the purchase order.  It is also the point at which the Finance Manager can build ... http://www.autodealerinstitute.com/news/the-fi-consultation-procss-part-1.html