You don't know what you don't know.

When it comes to F&I programs, most dealers believe that allowing an agent, insurance company or administrator manage things is the way to go. Nothing could be further from the truth. That idea is like having a wholesaler run your used car department! Agents, insurance companies and administrators are, generally speaking, fine folks. But their goal is to maximize their profit potential, not necessarily the dealers'.


At the same time and for the same reason, these same folks are reluctant to fully disclose all of the details relating to the store's aftermarket program. Sometimes the reason for this is benign: they simply don't have all of the information themselves. Other times the motivation is more self-serving- they don't want the dealer to know.


So we have made it our mission to help dealers get to the bottom of their aftermarket programs.


June 2, 2020

Some time ago there was a popular commercial on TV advertising a well known brand of canned spaghetti sauce. In the commercial, the husband discovers that his wife has been using this sauce instead of making a homemade variety. Shocked at this revelation, he asks if this canned sauce has all of the special ingredients that made her sauce taste so good. Hi...

February 7, 2020

Some years ago when I worked for an insurance company, my boss Frank Lowney and I were engaged in a rather heated discussion over some aspect of a product that we were developing for a dealer. He had his opinion and I had mine. We were failing to communicate. Then out of the blue Frank tells me that “It can’t be an orange ‘cause a vest don’t have sleeves....

November 16, 2019

For Sale: One Dog and Pony Show

One of my favorite lines from an old Michael J. Fox/ James Wood movie called The Hard Way goes something like “We can do this the hard way or the easy way. You choose. And I would suggest that you make the right choice.” I love that line because it sums up so many things that we are constantly confronted with in the car bus...

September 4, 2019

Answer this question: When it comes to deciding what reinsurance program your dealership should choose, what is the most important question you should ask? Pencils down. A recent survey of the questions most often asked include-

·       What is the administrator’s fee structure for the new reinsurance program?

·       How often will...

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