6 Credit Stipulation Mistakes Costing Dealers Money at Funding
You're sitting in the F&I office on a Tuesday afternoon. The finance manager just realized that a deal from last week came back from the bank with three credit ...
State-Specific F&I Menu Disclosures: The 5 Mistakes Costing Dealers Money
Your finance manager is halfway through the F&I menu presentation with a customer who just financed a 2019 Toyota RAV4 at $24,500. Everything's going smooth unt...
Second-Chance Finance: Stop Making These 7 Critical Mistakes
Most dealerships treat second-chance finance like it's some kind of necessary evil. A customer walks in with bruised credit, and suddenly the tone shifts: the F...
Mistake #1: Bundling Key Coverage Into Generic "Protection Packages" Instead of Selling It Standalone
Most dealers are leaving money on the table with key replacement products because they treat them like a checkbox instead of a revenue stream. You stock them, y...
6 Prepaid Maintenance Program Mistakes That Crush Your F&I Gross
Most dealers design their prepaid maintenance programs backward. They start with what they want to sell, not what actually moves the needle on customer retentio...
5 Critical Mistakes Dealers Make With Lender Participation Rates
Back in the 1980s, when dealer financing was still a Wild West operation, participation rates weren't really a thing. Dealers either financed the deal themselve...
Mystery Shop Drama: 7 Common Mistakes Dealers Make Handling the Results
Mystery shopping audits catch about 40% of dealerships completely unprepared. Not because they lack a good sales process—but because they panic when the report ...
The Weekly Sales Meeting Trap: Why Most Dealers Are Wasting 45 Minutes Every Monday
The Weekly Sales Meeting Trap: Why Most Dealers Are Wasting 45 Minutes Every Monday Imagine it's Monday morning. Your sales team shuffles into the conference r...
6 Common Mistakes Dealers Make With the Long-Term Salesperson Follow-Up Book
Back in the 1980s, when the Rolodex ruled the showroom, a salesman's follow-up book was his most prized possession. It was leather-bound, worn smooth by thumbs,...
What is Trade-In Overallowance, Actually?
Most dealers are bleeding money on trade-in overallowances because they've never actually measured them. You think you know the problem. You don't. Not really. ...
8 Mistakes Dealers Make When Overcoming Payment Objections
Why Your Sales Team Keeps Losing Deals to Payment Objections Picture this: It's mid-afternoon on a Saturday. A customer walks into your showroom, falls in love...
Six Critical Mistakes Dealers Make With Vehicle Presentation During the First Pencil
Sixty-three percent of dealerships report that their first pencil presentations miss critical details about the vehicle on the showroom floor. That's not a manu...