F&I and Showroom, Industry Summit 2016

www fi magazine com 2 F I and Showroom Industry Summit 2016 Endorsed as the official publication of the Association of Finance Insurance Professionals TABLE OF CONTENTS F I and Showroom ISSN 2154 1728 USPS 018 706 is published monthly by Bobit Business Media 3520 Challenger Street Torrance California 90503 1640 Periodicals Postage Paid at Torrance California 90503 9998 and additional mailing offices POSTMASTER Send address changes to F I and Showroom P O Box 1068 Skokie IL 60076 8068 Please allow six to eight weeks for address changes to take effect Subscription Prices United States 20 per year Canada 35 per year Foreign 35 per year Single copy price 10 Fact Book 30 Please allow six to eight weeks to receive your first issue Bobit Business Media reserves the right to refuse nonqualified subscriptions Please address editorial and advertising correspondence to the executive offices at 3520 Challenger Street Torrance California 90503 1640 The contents of this publication may not be reproduced either in whole or in part without the consent of Bobit Business Media All statements made although based on information believed to be reliable and accurate cannot be guaranteed and no fault or liability can be accepted for error or omission Industry Summit 2016 F I Pacesetters 6 Setting the Pace Meet the six finalists for the 2016 F I Dealer of the Year award the winner of which will be announced this week at Industry Summit 2016 Industry Spotlight 16 Dragging F I into the Digital Age Top producers and thought leaders take part in a no holdsbarred debate over how the industry will have to change to meet the needs and expectations of todays car buyers On the Point 20 Watch Out for Grizzlies The Alpha Dawg weighs in on the dangers of swimming upstream competing with OEMs for sales Cadillacs date with oblivion and whether VWs criminal conspirators deserve mercy from the courts Finance Insurance 26 Selling Solutions Not Products Great F I professionals dont jump to conclusions and they dont try to solve problems for customers Instead they solve problems with customers F I trainer explains how Technology 30 Clicking into F I Technology expert says F I professionals and the tech vendors they rely on are partners in a global movement toward greater efficiency and productivity Finance Insurance 32 3 Keys to Winning Over Customers F I trainer explains how getting to customers early conducting yourself professionally and remaining disciplined leads to better presentations and improved productivity Technology 54 Technology Threat or Opportunity With proper planning and utilization new technology can benefit your sales and F I superstars without threatening to take their jobs Digital Marketing 56 4 Steps to Increasing Facebook Video Views Digital marketing expert explains how to capture more views by captioning and optimizing your Facebook videos using YouTubes CC tools Digital Marketing 58 Reducing Bounce Rates Bounce rates can help determine the success or failure of your digital marketing campaigns but only if you track them Dealer website expert covers the what why and how Training 60 Are you Ready When the Phone Rings If your teams phone skills have faded in the Digital Age you may be losing opportunities Map out the road to the appointment and make sure no sales call goes unanswered Sales 62 World War Gen Z Members of Generation Z are the anti Millennials and theyre coming to a dealership near you Digital Marketing 64 Get Your Customers Back Loyalty geofencing is helping dealerships like Pacifico Marple Ford Lincoln recapture car buyers by sending powerful targeted abovethe lock screen messages to their smartphones Digital Marketing 70 5 Dos and Donts of Local Search Local search is absolutely essential to making sure car buyers can find you but it is an easy target for competitors and disgruntled employees who may wish to hijack your directory listings 4 Editorial 35 Industry Summit Guide 72 So Heres the Deal Ron Reahard 74 From the Field Max Zanan 76 Legal James S Ganther 78 Mad Marv Marv Eleazer 80 Ad Index DEPARTMENTS FEATURES COVER ART BY VINCE TAROC