F&I and Showroom, February 2014

its time you did the same Rick McCormick is senior training consultant for Reahard Associates Inc a provider of customized in dealership F I training for dealerships throughout the United States and Canada Email him at rick mccormick@ bobit com February 2014 F I and Showroom 25 lack of confi dence and being reactive rather than proactive in the F I offi ce Simply put individuals without goals often lack determination patience and tenacity all of which are key ingredients to F I success Top F I managers know this and are always reviewing and adjusting their goals and F I presentation Maybe current cost of frequent repairs wheel and tire replacements and more Bottom line F I managers who are growing their skills have intentional training activity on their daily calendar R for Respect A top producing F I manager will have established himself or herself as the dealership expert on consumer credit bank qualifi cations customer behavior and the F I products he sells His or her knowledge in these areas will be called upon daily to help sell more vehicles maximize profi ts and secure high levels of customer satisfaction Thats why getting involved in a deal early in the sales process is a key focus for top performers They want to review the credit application and credit bureau report with the customer prior to submission to a lender And by doing this the producer shows salespeople his or her willingness to help move more metal Customers also view the F I department as their advocate in attaining fi nancing not a department bent on selling them products after the fact Grow to Go The F I offi ce is the hub of dealership activity and the knowledge required to be successful in that department can and should be shared with others to build a more productive and customer focused process And when the F I producer gains the respect of the sales department a process that drives up customer satisfaction levels and overall profi tability can be achieved So what is your F I APGAR score More importantly what is your goal to improve in the days ahead Goal setting has become a burden to many but true F I leaders are always evaluating where they are the areas they need to improve in and are developing a plan to reach their goal Growth never ends for these individuals They operate with the mindset that their true potential can never be reached See in the F I offi ce how far you go is only limited by how much you grow Conversely lack of direction often leads to feelings of stress and anxiety poor concentration levels