Fixing the F&I Bottleneck... to Satisfy the Customer's Needs and Demands Without Killing Profit

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1 Fixing the F&I Bottleneck... to Satisfy the Customer's Needs and Demands Without Killing Profit With Becky Chernek of Chernek Consulting Moderated by Mike Bowers of DealersEdge Rebecca Chernek, founded in 2001, and has nearly three decades of experience in the automobile dealership industry. She started her career by working with her father at their family-owned dealership. She gained hands-on skills and experience in almost every aspect of the automotive sales process: new used cars and trucks sales, F&I, Director of Finance and general management. She was hired in 1986 as the first woman to sell cars for Al Packer Lincoln & Mercury in Baltimore, and in 1989, later promoted to F&I. In 1995, Rebecca took a position with the JM&A Group and promoted to Regional Manager for the AutoNation division - the #1 retailer in the United States - to hire, train boost profits and implement menu selling. She single-handedly earned a sterling reputation for adding millions of dollars to the bottom line for all her accounts! Rebecca has a well-deserved reputation as a self-starter, high-performer, and spirited entrepreneur and motivator. As a consultant, trainer and nationally recognized expert in F&I Training and sales procedures, Rebecca has helped hundreds of automotive car dealers, RV, and marine dealerships throughout the United States and Canada streamline their processes and closing techniques and significantly raise their bottom-line profit. Rebecca writes regularly for Wards Business and F&I Management Technology, and as a NCM 20 Group F&I Guest Expert, she provides in-dealership-exclusive workshops for the ADI Automotive Dealership Institute. Rebecca packs a serious punch and has a no-nonsense approach when it comes to increasing the bottom-line profit for dealers. Currently offers complimentary on-line store analysis - Chernek programs are not "a cookie cutter same to all" and are based on dealers specific needs. Launching Chernek Consulting Virtual Pro shortly a interactive online platform for today's F&I professional. Contact Becky Chernek at becky@chernekconsulting.com or by calling

2 Fixing the F&I Bottleneck T O S A T I S F Y T H E C U S T O M E R S N E E D S A N D D E M A N D S W I T H O U T K I L L I N G P R O F I T! F A C I L I T A T E D B Y R E B E C C A C H E R N E K C H E R N E K C O N S U L T I N G, L L C F&I For Gen Y- My Way or the Highway

3 The Peak of the On-Line Customer Will the customer adapt or will you? Funnel vs Shot Glass

4 83% Customer s Shop On-Line Homework Done

5 AutoNation Digital Store Front Published by Automotive News- Amy Wilson Carvana Makes Shopping Easy

6 Consumer Perception With our payment wizard, it s a snap to find your perfect monthly payment Payment Wizard

7 Pre-Qualify Instantly Hmmm prequalify save time at the dealership? The Power of Texting

8 Key Statistics Texting Amplifies Social & Video

9 ZipWhip Compliments Chat The On-Line Buying Process

10 Business as Usual Put the customer on any car- any car will dowe ll worry about it later! The Bottleneck Begins Accuracy of Deal Payment & Budget Bank Qualification Worksheet Confusing

11 Mapping a Process Meet & greet get to know your customer is never stale Establish standard credit criteria Q&A keep it conversational have fun Determine credit flags- bring the customer in the dealership First pencil using average rate factor Review ALL terms with the F&I Manager prior to delivery-keep the guess work out of it Confirm sale with a buyer s agreement prior to F&I Everyone on the Same Page

12 Meet the Customer On Their Terms Build a Common Bond Establish Creditability Review for Accuracy Needs Assessment Interview 100% of the Time! Credit Analysis Get the Story Reduce Time Finalize Expectations Menu Presentation

13 Teamwork Matters Process, Process, Process

14 Continuing Education- Interactive-OnLine Check Out: ChernekConsultingVirtualPro.Com LAUNCHING SOON!

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