Sales and F&I
Topics and ideas for improving the car buying experience for customers online, in-store, or both.
What’s the Best Data for Profitable Inventory Decisions?
I was visiting a Ford dealership about a year ago when I found a great example of what’s wrong with the “market-based pricing” models most…
How to Sell Accessories by NOT Selling Accessories
Editor’s Note: This article was originally published in December 2014. It was updated with new information in March 2017. According to the 2016 SEMA…
True Stories: “I just don’t feel a tie to them.”
The secret to turning a Gen Y buyer into a loyal customer might not be too far off from any other customer who comes through…
5 Simple Steps to Maximize Used Vehicle Profits
Every day a unit sits on your lot is a day it’s costing you money. You need to make sure your inventory is available to…
2 Appraisal Factors You Need to Consider
According to NADA*, 66% of the used vehicle department’s inventory comes from trade-ins on new and used vehicle sales. It’s extremely important to properly appraise…
Are You Prepared to Sell in Generation Y’s World?
Editors Note: This article was written by guest author Nugeen Aftab, who was a summer intern in the Reynolds Marketing Communications department. Generation Y,…
Data: The Secret to Acquiring Profitable Inventory for Your Dealership
In 2013, used vehicle sales averaged almost 32%* of a dealership’s total sales dollars. That means maximizing the Used Vehicle Department’s operations can have a…
Welcome to Your Dealership’s New Profit Center
If we looked at the automotive retail industry 10 years ago, about 16 to 17 million cars were being sold per year by 22,000 dealerships.…
3 Mistakes That Turn Customers Off
A customer comes to your dealership, looks at a car, appears interested, leaves, and never comes back. What happened? In my experience, when prospects disappear…
How NOT to Sell to Gen Y
I recently bought my first “real” car. You know, the one you buy after you’ve finished your college degree and gotten settled into your first “real”…
