Sales and F&I
Topics and ideas for improving the car buying experience for customers online, in-store, or both.
What Makes an Appraiser a “Great” Appraiser?
Some will say appraising a vehicle is one of the easier jobs within a dealership. “All you have to do is look in the book…
Information Is Profit: How Investing in Consumer Credit Reports Can…
“Scientia potentia est.” When translated from its Latin origins, this phrase takes the more familiar meaning, “knowledge is power.” Your customers have capitalized on that…
Learn More About Your Customers with the Customer History Screen
When you’re working a deal with customers, or if you’re getting ready to present in F&I, it’s good to know what kind of history they…
True Stories: “Amazon is eating your lunch on accessories.”
In August 2016, Amazon launched Amazon Vehicles, a vehicle research portal and automotive community for car shoppers. Many automotive media stories have discussed the potential…
The Biggest Generation of Car Buyers… or Should We Say Car Leasers
Millennials are leasing: 29 % of all car purchases by millennials in 2015 were leases. The percent of millennials who are leasing is up 46%…
The Lost Art of the Needs Assessment
You know the old adage, “you don’t know what you don’t know?” That applies to car buyers as well. Most shoppers are intent on purchasing the…
3 Reasons You Should Text Your Customers
With nearly two-thirds of Americans owning a smartphone and 90% owning some sort of cellphone, text messaging has become a regular form of communication. We’ve…
Show Some Accessory Love to Your Used Car Buyers
The accessories market is a hot topic right now for dealerships. With less profit coming from the actual car sale, how are you going to…
3 Ways to Make Your Used Car Department Feel New Again
Used cars remain popular among car buyers. In fact we saw a 5.6% increase in vehicles sold in the retail used market in 2015. Sticker prices are…
5 Responsibilities of an Accessory Selling Champion
I’ve had the fortunate opportunity to work with hundreds of dealerships on their accessory initiatives and processes. Some of these dealerships only sell a few…
