F&I and Showroom, March 2020

www fi magazine com 2 F I and Showroom ACE Endorsed Publication of the ACE Certification Program March 2020 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 3312 Northbrook IL 60065 3312 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 TABLE OF CONTENTS March 2020 Volume 23 Issue 3 Cover Story 12 Help Your Employees to Help Your Profits Hiester Automotive thrives on a culture of empowering employees to drive success Finance Insurance 16 Some Things to Know About No How well you handle no can have an impact on your business By taking the time to really understand your customers needs before presenting a menu you might hear less of it By John Tabar Digital 20 High Tech Soft Touch Transactions for Gen Z In F I Dealers today have a choice of F I technologies to sell to Gen Z buyers Use yours to educate this audience about what your products do and how they will benefit from their purchase By Imran Mussani Finance Insurance 24 The Why Behind Instead of simply asking telling or yelling at your team to get what you need show them why it matters and what happens when you dont have what you need when you need it By Justin Gasman Digital 26 Digital Security In 3 Easy Steps Data breaches are on the rise across all industries A digital expert is here to share three easy steps to be prepared By Maurice Hamilton 4 Letters 6 Done Deal Kate Spatafora 8 Developments 28 Peak Performance Rick McCormick 30 ACE Gil Van Over 32 F I Matters Lori Church DEPARTMENTS FEATURES PAGE 16 PAGE 20 PAGE 24 PAGE 26 COVER PHOTO BY AUSTIN RYE DIRECT MARKETING GROUP