Personnel

The automotive landscape is a big part of the American story, which has grown and evolved with the changing times, but will it continue as digital trends continue to make their presence known?

It takes a special person to be a successful F&I manager, especially at a special finance dealership. Often, going back to the basics and focusing on the core principles of the work is the best way to set yourself apart.

It?s no easy task running and managing a dealership. Because the automotive market is constantly changing, coming up with goals for your store can be both exciting and challenging.

Sales is an art form, not a science. One of the hallmarks of great car salespeople is that they know how to close a deal. But closing a deal isn?t always about what the salespeople are saying ? it?s about how well they?re listening. Listening leads to the ability to ask better qualifying questions. This, in turn, leads to using the specific closing technique that?ll clinch the deal.

While businesses have improved in the area of gender equality in the workplace, women are still finding themselves struggling in the auto industry. Automotive News found out through their Project XX survey just how uncomfortable women feel working in the automotive industry.

A new survey from Roadster and research firm Survanta shows that modern technology can attract potential employees in the automotive industry ? and it?s geared toward millennials.

A recent article from F&I and Showroom discusses the challenges and opportunities that come with having a multi-generational showroom. Your older car guys sometimes use outdated techniques, but they know how to close a deal. And your younger salespeople may not have a lot of finesse and experience, but they're tech-savvy and they know how to relate to car buying Millennials.

Let's face it. You rely heavily on your F&I manager(s). To say that these folks do a lot may be the understatement of the year. F&I people are not only responsible for all of the financing paperwork that?s involved in a sale, but they also handle the selling of most, if not all, backend products.

According to the latest analysis by DealerRater and J.D. Power, nearly half of all car buyers want their salesperson to be a good negotiator for them.