Sales & Variable OPS
Unraveling the Mysteries of Matrix Pricing
The Many Ways to Increase Gross Profits At least once a month I get an inquiry from a Parts Manager or GM asking how they can improve their Parts Gross Profits by implementing a Matrix. When I ask them what they had in mind I initially get dead silence over the phone,...
Open Your Mind
Rite of passage, whether you are a dealer or a Sales Manager, is made up of many components, none withstanding the top 3 however. You must learn to use curse words in a poetic manner. You must learn to eat a cheeseburger and French fries in less than 3 minutes while...
Paying For Recalls – Audits on the Rise
Following a spate of recent (and ongoing) vehicle recalls from nearly every manufacturer, there appears to be an uptick in dealerships being “selected” for an incentive and/or warranty audit. Audit notices are critically important and should never be taken for...
ADAM Systems Develops Cloud-Based DMS Solution to Help BraunAbility Service the State-Specific F&I Needs of its Dealers in 50 States
Automotive and powersports dealer management system (DMS) provider ADAM Systems said today it has completed new finance and insurance (F&I) tools for BraunAbility to help its dealers easily and confidently secure financing for buyers of its mobility vehicles....
Basic Training
“Psychology for the Fighting Man” was a basic leadership book issued in 1943. The leadership challenges illuminated for soldiers then is relevant today for F&I leaders: Aligning the individual’s “motives, emotions, aptitudes, attitudes, wisdom, and habits so this...
Four Important Buy/Sell Trends
Buy/sell activity in the first half of 2014 rose 75%, with private acquirers once again leading the industry. The strength of auto retail sales, particularly in the luxury segment, continues to support strong buy/sell activity and high blue sky prices. Below are the...
What’s Being Sold Out of Your F&I Office?
Disparate impact and dealer participation continue to be at the forefront of the CFPB agenda, and a hot topic for dealers, finance companies, and those in compliance. Overlooked by most in the industry is the Consumer Financial Protection Bureau’s interest in the...
Dealertrack Announces New Reynolds Certified Interface for Dealertrack CRM
Dealertrack Technologies (Nasdaq: TRAK) today announced that the company has received certification from Reynolds and Reynolds for its Dealertrack CRM. The certification for Dealertrack CRM is part of the Reynolds Certified Interface (RCI) Program and applies to the...
Fifty-Fifty, Not So Nifty
As a business succession planner, I encounter the full gamut of dealership business structures, Regular C corporations, S-corporations, partnerships, and limited liability companies. I have had clients owned by public corporations and foreign corporations, and even...
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