F&I Contract Errors and Lender Kickbacks: What's Changed and What Hasn't
You're standing in the F&I office at 6 p.m. on a Friday, and your finance manager just flagged a contract discrepancy on a deal that closed three hours ago. The...
Key Replacement Product Strategy: What's Changed and What Hasn't
The last time the aftermarket protection industry underwent a seismic shift was roughly 2008, when the financial crisis forced dealerships to scrutinize every d...
Tire and Wheel Coverage Sales in 2024: What's Changed and What Hasn't
The Tire and Wheel Coverage Game: What's Actually Different in 2024 Back in 1987, when the Ford Taurus first hit showrooms and became America's best-selling ca...
Prepaid Maintenance Programs: What's Actually Changed Since 2015
How many of your F&I managers are still selling prepaid maintenance programs the same way they did in 2015? If the answer is "all of them," you're probably lea...
Soft-Pull to Hard-Pull Credit Workflow: What's Changed (and What Dealers Get Wrong)
Sixty-eight percent of F&I managers say their credit-pull workflow has gotten more complicated in the past 18 months. That's not because the rules changed drama...
Dealer Participation Rates Across Lenders: What Actually Changed (And What Didn't)
The Biggest Myth About Dealer Participation Rates? That They've Actually Changed Here's the take nobody wants to hear: your participation rates probably haven'...
The Lost-Customer Recovery Script: What's Changed and What Hasn't
Here's a fact that should keep you up at night: dealerships lose somewhere between 15% and 25% of their service customer base every single year, even when there...
Dealership Mobile App Engagement: What's Actually Changed in Customer Retention
Forty-three percent of dealership customers never open the mobile app their dealer sent them. Not even once. That number hasn't budged in three years. And if y...
Building an SOP for Trade-In Overallowance Discipline
Most dealerships don't actually have an SOP for trade-in overallowance decisions — they have a guy who approves them, and when that guy leaves, nobody knows wha...
Anniversary Outreach in 2024: What's Changed and What Hasn't
Most dealerships are still running anniversary outreach the exact same way they did in 2015, and it shows in their CSI scores. That's not a hot take meant to s...
The Welcome Call After the Sale: What's Changed and What Hasn't
You're sitting at your desk Monday morning, coffee in hand, scrolling through the weekend's delivery reports. Three fresh customers took home their vehicles Sat...
Myth #1: Texting Customers Is a New Thing That Nobody Wants
Text-based service check-ins work better than phone calls, and anyone who tells you otherwise isn't looking at their CSI scores. That's not a controversial tak...