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Believe it or not, a lot of sales managers still ask me how much “leg” they need to leave in the payment for the F&I manager. In fact, as recently as last month, a manager messaged me to say that his general sales manager was demanding he leave a $30 a month leg...
If it wasn’t obvious to you by now, I am an avid fan of old spaghetti Westerns. In fact, my love of Westerns and their good-vs.-evil themes has inspired many of my speeches, articles and campaigns. And every one of them stress the virtue of standing up for...
“There’s a battle outside and it is ragin’” is a line from one of my favorite Bob Dylan tunes, “The Times They Are A-Changin’.” Well, there certainly was a battle raging last month when Consumer Financial Protection Bureau (CFPB) Director Richard Cordray went before...
I have always said that F&I is the most prestigious job in the dealership. It is important that we never lose sight of the fact that it is a sales position, not just a clerical necessity. We are neither clerks nor the sales manager’s secretaries. That’s why I...
The worst day of every F&I professional’s life reoccurs every couple of months. I am talking about the day your dealer and general manager return from their latest 20 Group meeting. Sporting new golf tans and deep frowns, they come storming into the showroom...
Without exception, every sales department in every dealership in the world is underperforming in virtually every profit center. Even the stores that are dominating their market could use more sales, more frequent sales and higher grosses. I know that’s a bold...
