Sales and F&I
Topics and ideas for improving the car buying experience for customers online, in-store, or both.
True Story: Buying Blindfolded
Every day, millions of consumers buy products online. Whether it’s Amazon, your local grocery store, or a nation-wide chain, each time you buy online you’re…
Transparency in Aftermarket Sales
Understanding aftermarket products has long been a challenge for car buyers. A 2017 report from the FTC found that add-on products were the biggest source…
Fact Check: 5 Misconceptions in Remote F&I
Remote F&I is an important component to digital retailing operations, but dealerships are still hesitant to take the leap in the new digital world. What…
Transparency In Sales: Selling During an Inventory Shortage
After years of decreasing profit margins, dealerships everywhere are selling vehicles at prices well above MSRP due to inventory scarcity. Even used vehicles are catching…
A Better Signing Experience
“I love doing paperwork. Hand signing that thick stack of forms, document by document, was the most exciting part of my car buying experience. I…
EVs and Expectations
The strong pipeline of new EV model launches in the next 24 months will create more options for consumers. With those EVs comes changing customer…
Transparency in Sales: How To Build Trust from the Start
For many consumers, dealerships are viewed as untrustworthy, often due to past experiences. Companies like Carvana and Vroom push this perception daily with over-the-top commercials…
Tapping into Used Vehicle Demand Starts with Recon
Industry experts are predicting that used vehicle demand (and prices) likely won’t start coming down until spring 2022 at the earliest.
How to Rebuild Trust With Customers
Any time we face an important choice, we seek support in the people we trust. In the case of purchasing a vehicle – easily one…
Root Canal or Deal Negotiation?
Why is it some car buyers don’t see much of a difference between the two?
