The Credit Stipulation Checklist That Actually Works: A No-Fail System for F&I Managers
In 1956, Ford Motor Credit Company became the first captive finance subsidiary created by an American automaker, fundamentally changing how dealers thought abou...
Why Second-Chance Deals Fail (And How to Fix It)
It's 2 p.m. on a Thursday. Your F&I manager is working a deal that's already been declined twice—once by your primary lender, once by the subprime shop. The cus...
The F&I Checklist That Actually Works: A Dealership Finance Manager's Step-by-Step Guide
The Reality of Your F&I Menu: Most Dealerships Are Leaving Money on the Table Seventy-three percent of dealerships say their finance managers aren't consistent...
The Real Reason Your Tire and Wheel Coverage Isn't Selling
The Real Reason Your Tire and Wheel Coverage Isn't Selling In 1965, Goodyear introduced the first mail-in tire warranty program. It was revolutionary at the ti...
The Prepaid Maintenance Program That Actually Gets Sold (And Doesn't Tank Your CSI)
The Prepaid Maintenance Program That Actually Gets Sold (And Doesn't Tank Your CSI) You're sitting in your F&I office on a Tuesday afternoon. Your finance mana...
The F&I Lender Performance Checklist That Actually Works
Your F&I participation rates are costing you thousands of month. Probably tens of thousands if you've got multiple franchises and nobody's checking lender-by-le...
8 Critical Mistakes Dealers Make With Powersports Service Departments
The Powersports Service Trap: Why Most Dealers Fail at This Department It's Tuesday morning and your service director walks in looking stressed. Your powerspor...
5 Trade-In Reconditioning Budget Mistakes Costing Dealers Thousands
Why Your Trade-In Reconditioning Budget Is Quietly Killing Your Margin How many trade-ins are sitting on your lot right now that you're losing money on every s...
The Fundamental Misunderstanding: Treating Off-Lease Like Every Other Used Acquisition
In 1993, the first generation of Ford Mustangs rolled off lots as used inventory for the first time as four-decade-old vehicles. Nobody was buying them to flip....
6 Costly Mistakes Dealers Make With Exotic and Luxury Used Inventory
Most dealers treat a $180,000 Ferrari exactly like they treat a $18,000 Honda Civic. That's not smart. And it's costing them tens of thousands of dollars. Exot...
5 Critical Mistakes Dealers Make With Classic Car and Specialty Consignment Programs
Most dealers treat classic car consignment programs like a side hustle instead of a separate business unit, and it shows in their margins and customer satisfact...
Five Critical Mistakes Dealers Make with Boat, RV, and Powersports Cross-Sell
Back in 1975, when Honda first introduced the Goldwing, the company realized something the automotive industry had mostly ignored: a customer who buys a truck m...