The 80/20 Rule: Made To Be Broken

The 80/20 Rule (also known as the Pareto principle) asserts that about 80 percent of your business should come from 20 percent of your clients. Observationally, it would appear that the 80/20 rule is applicable in the finance and insurance office, but that isn’t necessarily a good thing.    Let’s look at a few ways

Mastering the Science of the F&I Sale

In the last couple of articles, we discussed some traits of the S-style (steady) personality, which represents 69 percent of the population — the vast majority of your customers — and how the structure in the F&I process can maximize profitability with the S-style. In this article, we’ll spend some time discussing how to effectively

The Science of the F&I Sale, Part 2

Taking a deeper look into the behavioral clues exhibited by consumers.

Connect to Close

The Science of the F&I Sale

The Disclosure Close

Properly Timed Disclosures Create Natural Menu Presentations

‘MOP’ Up Your Missed Profits

Missed Opportunity Programs (MOPs) are a great way to boost VSC and PMA sales but are seldom implemented.

Who’s Profiting on Your VSC Reserves?

You owe it to yourself to take a hard look at the value of the OEM incentives versus cash in hand.

Should Your Powersports Dealership Offer Priority Maintenance Agreements?

Is in-house priority maintenance profitability worth it, or should it be taken to the outhouse? Yes, the pun is intended. Many dealership owners have taken interest in priority maintenance agreements (PMA) over the past few years. From the retail side, I jumped on the PMA train about six years ago. I was attracted to three

The ROI of F&I

Invest in training for your F&I department to get more bang for your buck.

Are You Selling F&I From Your Service Drive?

Cross Selling Culture at the Service Counter

Finance and Infomercials?

The Art of the Convincing Sales Pitch