Don’t Be The F&I Guy
The customer’s perception of your F&I guy can be a tough obstacle to overcome. Read on for some pointers on how to transform your finance department’s image.
Dealership Tour: Why Should F&I Care?
A customer’s mood and perception of the deal has a huge effect on what they buy in the finance office. The question becomes, “How can we best control a customer’s mood and perception while they are in the dealership?” The most important thing is to keep the customer from waiting around without knowing what’s going
The Bank Conversion
Swing at the Conversion Every Time, Part 3
The Credit Union Conversion
Swing at the Conversion Every Time, Part 2
The Cash Customer: Swing At the Conversion Every Time
Over the past several years, I’ve spent a lot of time looking at dealership numbers and talking to sales and finance managers about how they do what they do. I have been able to quantify and explain why particular behaviors, environments and approaches produce the best results in a finance office. In this three-part series,
Meet the Customer Early
Over the past several years, I have spent a lot of time looking at dealership numbers and talking to sales and finance managers about how they do what they do. Through this exercise, I have been able to quantify what behaviors, environments and approaches produce the best results in a finance office and why. In