Digital Dealer - March 2019 - 44
Road Trip to DD26 | April 9-11, 2019 | Orlando
DD26
S A L E S & VA RIA B L E OPS: F &I
What Is Your
F&I Team
Obsessed About?
When you hear about
someone being
obsessed about something,
at first you may perceive it
as a negative thing. Here is
a definition of the word
obsession - it "is an idea or
thought that continually
preoccupies or intrudes on a
person's mind". Of course,
obsession could be bad, but
if you have good thoughts
preoccupying your mind or
dominating your mind
continuously they can turn
into a very positive drive and
focus. Let's face it - it is
hard to stay focused in the
automotive business. Many
of us are simply not wired
that way and constantly
chasing the proverbial
"squirrel." But healthy
obsession that generates
laser-like focus will create
consistency of healthy
results. So what should you
and your F&I team be
obsessed about? In order to
reach greatness in F&I here
are four areas that your
team needs to be obsessed
about daily.
1: TRAINING AND
EDUCATION. In my travels
I meet plenty of F&I professionals who are self-taught
and who have never attended a formal F&I training. It
is sad, but lack of education
is a reality in our industry.
Whether it is a three day, or
a two-week long F&I boot
camp, offsite training and
learning is vital, regardless
how long your people have
been in F&I position. Being
open to learning and growth
is important, what's even
more important is to be
obsessed about getting better. Practicing, drilling and
rehearsing their skills will get
your team to the level beyond their current one. Obsessed teams are practicing
with each other during down
time and not during busy
times with their customers.
FEATURED SPEAKER
By Tony Troussov CSP
Owner Principal,
Meze Dealer Services, LLC
In addition to that, they are
obsessed about success of
an entire store, so they educate and coach their sales
team, both on products and
process. Let's get obsessed
about self-improvement and
growth in F&I.
2: FORECASTING AND
TRACKING. You know it -
what gets measured - gets
done. If your team is not
setting goals and forecasting
their year, quarter, month or
a week, there will be nothing
to track their progress
against. Many good teams
know what their PVR and
penetrations should be, they
may even know what their
total gross profit should be
for any given month, great
teams are obsessed about
forecasting and tracking
Continued on pg. 46
IF YOU HAVE GOOD THOUGHTS PREOCCUPYING
YOUR MIND OR DOMINATING YOUR MIND
CONTINUOUSLY THEY CAN TURN INTO A VERY
POSITIVE DRIVE AND FOCUS."
44
MARCH 2019
D I G I TA L D E A L E R . C O M
http://www.DIGITALDEALER.COM
Digital Dealer - March 2019
Table of Contents for the Digital Edition of Digital Dealer - March 2019
Digital Dealer - March 2019
Contents
A Message from the Show Director
Ask the Experts
DD26 Pre-Show Highlights
Interview with Ferman Chevrolet Mazda
How to Drive Growth Through Digital Marketing
Under the Hood with Automotive Inventory Ads for Prospecting
Data Gaps are Costing You Sales Every Month. Here's How to Close Them.
Behavioral Data & Artificial Intelligence: The Keys to Marketing Personalization
Media Report: Who Why What When Where!
Boost Website Rankings
Building a Powerful Brand is Everyone’s Job
Where Are the Cost Savings?
Tales from the Front-Line of Auto Retail Buy/Sells
Is Your Comfort Inhibiting Your Team's Growth?
Automotive and the Amazonifcation of Everything
The Reports of My Death Have Been Greatly Exaggerated
What Have You Done for Me Lately? The Power of Reciprocity in a Slighted Sales World
What Is Your F&I Team Obsessed About?
Educating Your Customers Increases Sales and Builds Trust
Digital Dealer - March 2019 - CT1
Digital Dealer - March 2019 - CT2
Digital Dealer - March 2019 - Digital Dealer - March 2019
Digital Dealer - March 2019 - Cover2
Digital Dealer - March 2019 - 1
Digital Dealer - March 2019 - Contents
Digital Dealer - March 2019 - 3
Digital Dealer - March 2019 - 4
Digital Dealer - March 2019 - A Message from the Show Director
Digital Dealer - March 2019 - Ask the Experts
Digital Dealer - March 2019 - 7
Digital Dealer - March 2019 - DD26 Pre-Show Highlights
Digital Dealer - March 2019 - 9
Digital Dealer - March 2019 - Interview with Ferman Chevrolet Mazda
Digital Dealer - March 2019 - 11
Digital Dealer - March 2019 - 12
Digital Dealer - March 2019 - 13
Digital Dealer - March 2019 - 14
Digital Dealer - March 2019 - 15
Digital Dealer - March 2019 - How to Drive Growth Through Digital Marketing
Digital Dealer - March 2019 - 17
Digital Dealer - March 2019 - Under the Hood with Automotive Inventory Ads for Prospecting
Digital Dealer - March 2019 - 19
Digital Dealer - March 2019 - Data Gaps are Costing You Sales Every Month. Here's How to Close Them.
Digital Dealer - March 2019 - 21
Digital Dealer - March 2019 - Behavioral Data & Artificial Intelligence: The Keys to Marketing Personalization
Digital Dealer - March 2019 - 23
Digital Dealer - March 2019 - Media Report: Who Why What When Where!
Digital Dealer - March 2019 - 25
Digital Dealer - March 2019 - Boost Website Rankings
Digital Dealer - March 2019 - 27
Digital Dealer - March 2019 - Building a Powerful Brand is Everyone’s Job
Digital Dealer - March 2019 - 29
Digital Dealer - March 2019 - Where Are the Cost Savings?
Digital Dealer - March 2019 - 31
Digital Dealer - March 2019 - 32
Digital Dealer - March 2019 - 33
Digital Dealer - March 2019 - Tales from the Front-Line of Auto Retail Buy/Sells
Digital Dealer - March 2019 - 35
Digital Dealer - March 2019 - Is Your Comfort Inhibiting Your Team's Growth?
Digital Dealer - March 2019 - 37
Digital Dealer - March 2019 - Automotive and the Amazonifcation of Everything
Digital Dealer - March 2019 - 39
Digital Dealer - March 2019 - The Reports of My Death Have Been Greatly Exaggerated
Digital Dealer - March 2019 - 41
Digital Dealer - March 2019 - What Have You Done for Me Lately? The Power of Reciprocity in a Slighted Sales World
Digital Dealer - March 2019 - 43
Digital Dealer - March 2019 - What Is Your F&I Team Obsessed About?
Digital Dealer - March 2019 - 45
Digital Dealer - March 2019 - Educating Your Customers Increases Sales and Builds Trust
Digital Dealer - March 2019 - 47
Digital Dealer - March 2019 - 48
Digital Dealer - March 2019 - Cover3
Digital Dealer - March 2019 - Cover4
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