The Dealer's Playbook for the Deal Jacket Audit Checklist
The Deal Jacket Audit Checklist Every Finance Manager Needs According to a 2023 NADA compliance study, roughly 34% of dealerships discovered documentation gaps...
The Dealer's Playbook for Subprime Deal Structure Without Losing the Store
It's Tuesday morning in the finance office. Your F&I manager is staring at a subprime deal that just landed on her desk: 2019 Chevy Equinox, 87,000 miles, custo...
The Dealer's Playbook for Training New F&I Managers on Product Knowledge
What's Worse: An F&I Manager Who Doesn't Know Your Products, or One Who Sells Them Wrong? Both. But there's a reason dealerships hemorrhage F&I talent in the f...
The Dealer's Playbook for GAP Insurance Penetration Rates
Why Your F&I Menu Isn't Selling GAP Insurance (And What Actually Works) Here's the question that keeps finance managers up at night: You've got GAP insurance o...
The Dealer's Playbook for Back-End Gross Targets by Store
Most dealers are leaving $800 to $1,200 per vehicle on the table because their F&I operation doesn't have a playbook. They treat back-end gross like it's someth...
The Dealer's Playbook for Spot Delivery Contract Risk
How many spot delivery deals do you have sitting on your lot right now that could blow up in your finance manager's face the moment that bank calls with a decli...
The Dealer's Playbook for Red Flag Rules at the Dealership
The Red Flags That Cost You Money (And How to Spot Them Before They Do) The Federal Trade Commission was quietly cracking down on shady dealer practices long b...
The Dealer's Playbook for Finance Office Compliance Disclosures
You're standing in the finance office watching your F&I manager walk a customer through paperwork. Four documents in, the customer squints at a page and asks, "...
The Dealer's Playbook for Dealer Lender Relationships That Pay Off
Seventy-three percent of dealerships leave money on the table every year by treating their dealer lender relationships like a vending machine instead of a partn...
The Dealer's Playbook for Finance Income Per Retail Unit
The Dealer's Playbook for Finance Income Per Retail Unit Back in the 1980s, when most dealerships still ran F&I out of a cramped office with a filing cabinet a...
The Dealer's Playbook for F&I Product Menu Presentation: Close More Deals, Build Trust
Why Most F&I Menu Presentations Miss the Mark (And What Actually Works) You're sitting in the finance office. The customer just signed the paperwork, and your ...
The Daily Sales Huddle: Why It Works and How to Run One That Actually Sticks
The Daily Sales Huddle: Why It Works and How to Run One That Actually Sticks The morning sales huddle isn't a new idea. Back in the 1980s, when dealership sale...