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DealerPoint: April 9-11, 2025

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The Consultative Approach to Selling

While digital retailing in automotive is on the rise, dealership staff still play an important role in customers’ car-buying experiences. Six in 10 consumers would still want help from dealership staff even if they could purchase online, according
Jun 5, 2018

4 Ways F&I Managers Can Win Over the Sales Team

F&I managers have a tough job! Personally, I love the grind, but it’s not for everyone. The hours are long, the pace is relentless, and the expectations are unforgiving. Let’s face it, a lot rides on an F&I managers’ ability to secure t
Jun 5, 2018

How to Offer a Car Maintenance Plan That Keeps Customers Happy

As a car dealer, keeping your customers happy should be your primary goal. Not only does quality service guarantees their satisfaction, it also keeps your customers coming back. What’s more, these people will be more than happy to refer you to thei
May 18, 2018

The Time for eContracting Is Now

I recently participated in a panel discussion at CBA Live focusing on dealer motivations, eContracting, operational efficiencies, and internal dealer issues. From the discussion, we heard common observations about the future of dealerships and how th
Apr 24, 2018

The One Thing That Changes Everything in F&I

F&I has been experiencing a tremendous amount of turbulence in the marketplace. Consumer advocacy groups, agents, vendors, and even certain lenders are challenging the roles and responsibilities of F&I managers. For many dealerships, F&I
Apr 3, 2018

Put Car Buying in the Fast Lane with Digital F&I

It goes without saying that today’s consumers have high expectations for the purchases they make. This includes enjoying a fast and convenient digital sales experience. Web and mobile channels have come to span all industries, becoming a critic
Mar 5, 2018

5 Reasons Car Dealers Should Be Concerned with Fraud

Here in the U.S., fraud is on the rise in a big way. Massive data breaches, like the Equifax breach, have given criminal fraudsters access to more information to defraud consumers and businesses. That is why we can expect more fraud perpetrated and m
Feb 12, 2018

Auto Finance 2018: The Year of Digital Contracting

We live in a world where 24/7 accessibility and instant gratification has become commonplace, and the automotive finance industry is no exception. Within the past several years, businesses, private organizations, government agencies, funders, and fin
Jan 30, 2018

How to Close Uninsured Car Buyers

If you work at a dealership, an uninsured customer can not only waste your time and cause headaches, but can be the root cause of losing a potential sale. Not only is it inefficient, but it’s also frustrating to spend hours on the sales floor befor
Jan 30, 2018