The Consultative Approach to Selling

by Dealertrack on June 21, 2018

by Mo Zahabi While digital retailing in automotive is on the rise, dealership staff still play an important role in customers’ car-buying experiences. Six in 10 consumers would still want help from dealership staff even if they could purchase online, according to the...

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Success Story: Straub Automotive

by Dealertrack on May 29, 2018

Superior customer experience is at the core of West Virginia dealer group Straub Automotive. In fact, the four-store group boasts high CSI scores, multiple Honda President’s Awards and two Nissan Awards of Excellence. So as customer expectations began to change, Straub Automotive knew their processes had to change with them. One area of custom...

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Go Mobile – Before, During and After the F&I Presentation

by Dealertrack on May 22, 2018

With every passing day, we all become more and more reliant on our smartphones and tablets. We can do everything from order dinner delivery to find a new home from the convenience of our mobile devices. Consumers are also moving to mobile devices as they begin to shop for a car. More than half of car shoppers used multiple devices to research ve...

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F&I for the Age of the Customer

by Dealertrack on May 17, 2018

by Jason Barrie One in three Americans would rather go to the DMV, do their taxes or sit in the middle airplane seat than go through the process of buying a car. Less than 1% of car buyers like the current...

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CBA Live: The Time for eContracting is Now

by Dealertrack on May 8, 2018

Andy Mayers, Dealertrack Lender Solutions strategist, recently participated in a panel discussion at retail banking industry event CBA Live. The conversation focused on dealer motivations, eContracting, operational efficiencies and internal dealer is...

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Keeping Aftermarket Products In Line: F&I Compliance Tip

by Dealertrack on May 3, 2018

Aftermarket products are important to dealerships’ bottom line. Recent NADA research has shown that 50 percent of profits for the average dealership come from the sale of aftermarket products. A majority of these profits come from vehicle service contracts but, but other products driving profits also include guaranteed auto protection, credit...

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Monitor Dealership Activity: F&I Compliance Tip

by Dealertrack on April 26, 2018

One of the biggest threats to dealership compliance is inside the showroom. That’s right: your employees. Some studies claim that a majority of data breaches are caused by workers, a sobering statistic that may be due to negligence or mistakes – such as leaving credit applications, credit reports and deal jackets open and in plain sight – or...

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Data Safeguards & Identity Theft Protection: F&I Compliance Tip

by Dealertrack on April 19, 2018

Identity theft and data breaches continue to be a serious and ongoing issue for consumers and businesses. In fact, according to the U.S. Department of Justice, “An estimated 17.6 million Americans — about 7% of U.S. residents age 16 or older — were victims of identity theft in 2014.” That includes the misuse of credit card data, a...

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The Three Pillars of eContracting

by Dealertrack on January 5, 2018

Even in the age of digitization and tech-savvy millennials, many dealerships still rely on long and laborious paper contracts for F&I processing, as well as the error-prone approach of manual data entry. However, with more millennials becoming car buyers, and older generations also demanding a better online and in-store shopping experience, now...

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Sell Millennials on the Dealership Experience

by Dealertrack on August 10, 2017

There’s a generation of digitally-savvy people getting ready to buy cars. That sounds like a pleasure cruise of sales opportunities, right? But there’s a catch: they’re a demanding bunch with specific ideas about how the transaction should unfold.So what’s a sales person to do? How does a dealership adjust their business to take...

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