Accessory Selling 101: Enthusiasts vs. Non-Enthusiasts

The Specialty Equipment Market Association (SEMA) published its latest market report recently. Of the many interesting findings contained within, perhaps the most exciting is that the accessory industry garnered an extraordinary $42.92 billion in r
Apr 17, 2019

The 4 Laws of Influential Conversations

We are in the Age of the Consumer, and it takes more than a good price and a good product to win. It’s the way that you treat each customer, and the way that you communicate your value, that matters most. Every day, tens of thousands of conversatio
Mar 28, 2019

Interview with John Alfirevich of Apple Chevrolet

In the following interview, we talk with Apple Chevrolet’s Dealer Principal John Alfirevich, who was recently named Ally Bank’s 2019 TIME Dealer of the Year. John started in the car business as a teenager changing oil for Bob Motl Chevrolet,
Mar 27, 2019

Digital Retailing: What’s the Holdup?

By Gregory Arroyo, Senior Content Manager, DealerSocket Where are dealers when it comes to digital retailing? That was the question I posed to one of my insiders — the president of one of the industry’s largest F&I product companies — while
Mar 20, 2019

What Is Your F&I Team Obsessed About?

When you hear about someone being obsessed about something, at first you may perceive it as a negative thing. Here is a definition of the word obsession – it “is an idea or thought that continually preoccupies or intrudes on a person’s mind
Mar 1, 2019

What Can Dealers Expect When They Restructure Their Business From an NCFC to a DOWC?

As car dealer principals look to transition away from operating a non-controlled foreign corporation (NCFC) due to the unknown outcome of the new tax law, many have set their sights on becoming a dealer-owned warranty company (DOWC). As part of this,
Jan 29, 2019

Three Ways to Fix “F&I Apathy” on Your Showroom

When dealerships are struggling with F&I production, there is plenty of blame to pass around. From training to pay plans, from process to personnel, there are multitude of reasons performance can be lacking. If everything seems to be in place, yo
Jan 28, 2019

5 Questions That Are Missing from Your F&I Customer Interviews

It is not what you know about your products that is most important, it is what you know about your customers. After all, customers don’t care what you know, if you don’t know them! Top producers sell more because they seek out and leverage powerf
Jan 13, 2019

How to Address Declining Front-End Margins

When we are no longer able to change a situation, we are challenged to change ourselves – Viktor Frankl The news is full of major disruptors; if you follow the headlines you might think that a world filled with autonomous vehicles is imminent (it i
Dec 11, 2018