F&I Integrity Sales

Transparent Selling

ROI and Customer Retention

F&I

CCI LEARNING CENTER

PROFITS FOR THE FUTURE!

“Best Pricing Makes it Easier.”

“Tired of Playing the Game.”

“Best year ever in 2009”

“My reputation is everything to me.”

“Tired of looking behind my back.”

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CCI LEARNING CENTER

“YOU JUST DON’T KNOW….WHAT YOU DON’T KNOW”?

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QUESTION?

When your happiest customers left the dealership . . .

(check one)

They were mini-deals

They were some of my biggest gross profit deals

q

q

“Who said selling cars can’t be fun and profitable?”

THE ONE PRICE POLICY WORKED!

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Dealer had best year in 2009! Sales consultants meet & greet and

finalize with a menu presentation!

10/21/2010

10/21/2010

10/21/2010

CCI LEARNING CENTER

“If price wasn’t in the equation ….

What sets your dealership apart from

your competition?

“EXPERIENCE”

Maya Angelou, wrote something quite profound that I have never

forgotten.

“I’ve learned that people will forget what you said,

people will forget what you did,

but people will never forget how you made them feel.”

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You can get the ride anywhere….

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But...Can You Get The “Walt Disney” Experience?

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COMMUNITY

WORD OF MOUTH

REPUTATION

COMMITMENT

LOYALTY

RETENTION

WHAT’S IT WORTH TO YOU?

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NO MORE SECRETS?

WELCOME TO THE NEW AGE…

VIRAL & INSTANT COMMUNICATION!

With 83% of potential customers online, what do they

research before arriving at your store?

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CCI LEARNING CENTER

HAVE YOU LOOKED AT YOUR FINANCE PENETRATION LATELY?

Good ole days … “I’ll go over those “RATES” when you come to pick up

your car” …. Is over!

On-Line Credit Approval in Minutes- What are you doing to keep you customers captive?

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Be transparent from the beginning to the end!

A hidden agenda reduces profits in finance and diminishes

customer buying experience.

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“RUN” FROM THE BOX CLOSE MENTALITY… IT WILL “EAT YOU” FOR SUPPER!

Who’s in control…ANYHOW?

10/21/2010

F&I - GET ALL THE CARDS ON THE TABLE!

CCI LEARING CENTER

A maverickF&I manager can wreck havoc on your

dealership reputation!

What steps do you have in place to protect your

hard earned reputation?

Best Hiring Practices is the Solution!

MENU SELLING IS KEY TO OVERALL CUSTOMER BUYING EXPERIENCE WHILE MAXIMIZING PROFITS!

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MENU SELLING IS A “STORE WIDE” COMITTMENT! ALL PERSONNEL ON THE

SAME PAGE!

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All the pertinent buying numbers upfront!

• Base payment,

• APR,

• Trade amount,

• Amount financed!

• No hidden cost!

• Prior to the negotiation of products!

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100% Products to 100% of Customers 100% of the Time

No Prejudging

Product Pricing Consistency

No Product Gouging

Less Haggle

Reduce Pressure

Reduce Chargebacks

Customer is in Control of the Buying Decision

Reduce Errors

Limit Liability

Improve Customer Experience

Customer Retention

Manageable

Would a bad rating

about your

dealership STOP a

customer from

considering a vehicle

purchase from you?

CCI LEARNING CENTER

For $30 or less any consumer can buy a domain and host a website

that can easily cost a dealership over $200,000 in lost gross profit a year.

Consider. . .

A place where you can provide the social evidence that

you and your team really do care about customer

service, and when something goes wrong, You Fix It!

CCI LEARNING CENTER

Dealer rating companies such as, Carfolks, Dealerrater, Presto Reviews – get

the grade on you- “what is your customer saying about you”?

WILL FINANCE MAKE OR BREAK THAT GRADE?

Carfolks is a new old

fashioned idea called a

neighborhood where we bring

consumers and dealers

together to do business, solve

problems, get advice and

share experiences.

Using interactive dealer

locators and simple search

features we help consumers

find dealers and their people

who truly put their customers

first.

Standard pages for sales and

service professionals are

FREE and allow a dealership

to showcase their talented

team members.

Carfolks.com is a dealer

advocate site designed to

help dealers show a more

accurate picture of how they

treat their customers.

Consumers posting reviews

are not anonymous, dealers

can respond and address

the issues, and individual

sales and service

employees are held

responsible for the

customer relationships.

Comments go live

immediately but once an

issue is addressed the

dealer can get credit for

fixing the problem.

Sales and Service

professionals can start

building their personal brand

online and let prospects know

how seriously they take the

customer relationship.

Pages follow the employee to

any dealership where they

work, giving them an incentive

to really focus on each

transaction.

Customers spending $15,000

to $50,000 now have the

option to select the person

they want to do business with

when they purchase or lease a

vehicle.

CCI LEARNING CENTER

THANK YOU!

CCI LEARNING CENTER

CHERNEK CONSULTING

770-889-6390 Office

404-276-4026 Cell

www.ccilearningcenter.com

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