A “Cure” for the Common “We offer” Syndrome
A “Cure” for the Common “We offer” Syndrome Recently I was observing a group of [...]
Kelly’s Korner: Step Selling
Kelly’s Korner: Step Selling Currently I am step selling F&I products. Although my production is [...]
Kelly’s Korner: Holding on to the Front End GP
Kelly’s Korner: Holding on to the Front End GP Q. In the current marketplace, how [...]
Kelly’s Korner: Declining CSI Score
Kelly’s Korner: Declining CSI Score Q. My CSI score is declining because the F&I process [...]
Tie Down Questions to Tie Up the Sale
Tie Down Questions to Tie Up the Sale The presentation is to the F&I manager [...]
Lost & Found: Revitalizing F&I Profit Centers
Lost & Found: Revitalizing F&I Profit Centers Many F&I departments still rely on reserve and [...]
AD-ing Up the Scores
AD-ing Up the Scores The 1.5 million bankruptcies filed in 2002 are evidence that sub-prime [...]
Straw Purchase
Straw Purchase Q. Is it against the law to sell a vehicle to grandchildren and [...]
Kelly’s Korner – Disclosing the APR
Kelly’s Korner – Disclosing the APR Q: Why do I need to disclose the APR [...]
What’s New in the Used Auto Business
What’s New in the Used Auto Business There is much ado about “The New Normal” [...]