F&I and Showroom, October 2016

LETTERS www fi magazine com 4 F I and Showroom October 2016 Vice President Group Publisher AutoGroup Sherb Brown 310 533 2451 sherb brown@ bobit com Publisher Dealer Group National Sales Manager David Gesualdo 727 947 4027 david gesualdo@ bobit com Editorial Director Gregory Arroyo 310 533 2592 gregory arroyo@ bobit com Assistant Editor Eric Gandarilla 310 533 2588 eric gandarilla@ bobit com Art Director Vince Taroc Graphic Artist Jeff Polman Great Lakes Sales Manager Robert Brown Jr 248 601 2005 robert brown@ bobit com Sales Marketing Coordinator Tracey Tremblay 310 533 2518 tracey tremblay@ bobit com E Media and Print Production Manager Brian Peach 310 533 2496 brian peach@ bobit com Production Coordinator Tanya Carranza 310 533 2548 tanya carranza@ bobit com Audience Marketing Manager Tony Napoleone Chairman 1961 2014 Edward J Bobit President CEO Ty F Bobit Chief Operating Officer Cyndy Drummey Chief Financial Officer Armand Del Duca Business and Editorial Office Bobit Business Media 3520 Challenger St Torrance CA 90503 Fax 310 533 2503 Change Service Requested Return Address Bobit Business Media PO Box 2703 Torrance CA 90509 Subscription Inquiries 888 239 2455 BobitPubs@ Halldata com Printed in U S A THE SHIFTING F I LANDSCAPE TO TARIQ KAMAL I read your story in the most recent issue of F I and Showroom Debating F Is Future Page 30 and I feel the F I Industry needs to realize that change is inevitable If we feel for a minute that the Consumer Financial Protection Bureau like any government entity is going to back down once they get in the door we are fooling ourselves I see a potential threat to dealer profits if the CFPB gets its way and sets caps on products such as service contracts and GAP It makes me wonder how dealerships are going to recuperate those lost profits Products like credit insurance are safe from those caps since it is regulated on a state level and rates cant be adjusted at the dealer level But like I said change is coming And its up to the industry to determine how we will respond Jeff Taylor Senior Sales Manager Pekin Financial Products Pekin Ill USEFUL INFO FOR UNDERPERFORMERS TO JIM ZIEGLER I just wanted to thank you for last months column Habits of Highly Paid Sales Professionals by James Ziegler Page 36 After reading your story I forwarded it to a few people in my dealership I know could benefit from it particularly my relatively new sales staff Im sure it served as a friendly kick in the butt when they read it Thank you Alpha Dawg Brock Koller Audi Sales Manager Audi Tampa Tampa Fla TO JIM ZIEGLER Thank you for your most recent column Habits of Highly Paid Sales Professionals by James Ziegler Page 36 I thought the information you shared would be so beneficial to sales professionals including my own sales staff that I printed it out for them and shared it on my Facebook feed Its so much more than just about sales professionals and the car industry Heather Westman Dealer Kruse Buick GMC Marshall Minn BELIEVE IN YOUR PRODUCT TO DWAYNE WIGGINS STUART BRIGHTMAN Thanks for your article in the August issue of F I and Showroom 3 Steps to Selling Road Hazard Protection Page 28 It got me thinking about how I as an F I manager always try to stick to the correct approach in order to establish a need In fact Ive come to realize that when customer objections start to make sense to the producer its likely he or she has stopped believing in the products the dealership offers Its true there are companies that offer worthless products but there are plenty of companies out there offering product plans that are so good for customers that they should be considered must haves The key is to present customers with products that will truly benefit them and their investment because no manager should ever present a product that doesnt make sense to the customer Just listen to your customers and youll uncover their need for your products Customers in my town drive trucks a lot of trucks And they all put aftermarket wheels and big tires A plan we sell covers the repair and replacement of those aftermarket accessories And in many cases the plan is cheaper than a new set of tires and wheels Jay Barbar F I Manager Auto Mart USA Aurora Colo THICK SILO WALLS TO TOM MCQUEEN I agree with many of the points brought up in your August article Tearing Down Dealership Silos Page 34 In fact leaders rarely bring their full team together to review goals or objectives and to set plans This article is a great reminder of the silos that exist In many cases the silo walls are the thickest at the bottom How often do you hear about the sales department throwing parts and services under the bus if a customer complains So again thanks for the great article Stephen Colbert Performance Coach Manchester Mass