Ronald J. Reahard
President of Reahard & Associates
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The current market environment will definitely separate the survivors from the victims. F&I expert provides a road map for doing more than just weathering today’s economic storm.
Read More →It's no secret that F&I income is critical to a dealership's bottom line, so why aren't you using a menu? Not only does it help with the sale, it also protects the dealership. F&I expert gives his take and provides five keys to menu selling.
Read More →When it comes to quoting payments, the old "quote 'em an inflated monthly payment, peel 'em off the ceiling, and see what sticks" not only doesn't work anymore, it's deceptive. F&I expert breaks down the rules and the risks of quoting payments.
Read More →Is your current F&I sales process adding value or alienating customers? In today’s world of Google, Myspace and YouTube, word-tracks are like 8-tracks: obsolete. Expert explains how to give today’s Generation X and Y customers what they want: a fast-paced, non-confrontational buying experience.
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F&I professionals are well positioned to take a leadership role in the dealership because of their range of knowledge. Valuable managers try to help everyone involved in the sale and purchase of a new vehicle.
Read More →Invite customers to talk about their needs and concerns by asking questions that elicit detailed responses. Make every question part of your needs-discovery process.
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Inflating a monthly payment quote to leave room in the deal is not only unethical, it's illegal. Instead of promising the "best rate," give your customers all the facts and let them make an informed decision.
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F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.
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Understanding the reasons for a customer's hesitation to make a purchase allows F&I managers to make a more relevant presentation of available products.
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Make sure you use all the available information about a customer to build your case about the value of your products. The time to start is during the needs-discovery process.
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