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 reveals the customer’s needs, and helps establish a connection between the customer and the F&I Manager.  Expansive questions [...]

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 rapport with the customer and determine his wants and [...]

In business, image is everything. Your customers will make assumptions about you based on your image. If you look professional, they will see you as professional. This positive image sets the stage for sales success. Remember: you never get a second chance to make a first impression. The same hold true [...]

Dealerships throughout the country are taking a more serious look at lease alternatives. Statistics show that approximately a fifth of all new vehicles—including cars, trucks, SUVs, and vans—are leased in today’s market. It is a venture worthy of serious attention. This is especially so, because vehicle costs have spiraled upward [...]

Having established a solid foundation of qualified personnel for the Special Finance Department, the next step toward success is clear: reaching the non-prime customer demographic.  These customers pose a particular challenge, though. The dealership must effectively reach the non-prime market without creating the perception that it is unsuited to serve prime [...]

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 [...]