A “Cure” for the Common “We offer” Syndrome
October 1, 2003

A “Cure” for the Common “We offer” Syndrome Recently I was observing a group of [...]

Kelly’s Korner: Step Selling
October 1, 2003

Kelly’s Korner: Step Selling Currently I am step selling F&I products. Although my production is [...]

Kelly’s Korner: Holding on to the Front End GP
September 1, 2003

Kelly’s Korner: Holding on to the Front End GP Q. In the current marketplace, how [...]

Kelly’s Korner: Declining CSI Score
August 1, 2003

Kelly’s Korner: Declining CSI Score Q. My CSI score is declining because the F&I process [...]

Tie Down Questions to Tie Up the Sale
August 1, 2003

Tie Down Questions to Tie Up the Sale The presentation is to the F&I manager [...]

Lost & Found: Revitalizing F&I Profit Centers
July 1, 2003

Lost & Found: Revitalizing F&I Profit Centers Many F&I departments still rely on reserve and [...]

AD-ing Up the Scores
July 1, 2003

AD-ing Up the Scores The 1.5 million bankruptcies filed in 2002 are evidence that sub-prime [...]

Straw Purchase
June 1, 2003

Straw Purchase Q. Is it against the law to sell a vehicle to grandchildren and [...]

Kelly’s Korner – Disclosing the APR
June 1, 2003

Kelly’s Korner – Disclosing the APR Q: Why do I need to disclose the APR [...]

What’s New in the Used Auto Business
June 1, 2003

What’s New in the Used Auto Business There is much ado about “The New Normal” [...]