PROFIT DRIVERS BLOG / www.ProfitDrivers.ca
AUTOMOTIVE BUSINESS MANAGERS / F&I MANAGERS...Industry Insights, Sales Tips, New Ideas, Stories, and Successes including How to Overcome Objections for all Experience Levels, Novice to Seasoned Professionals!
Cathy Aron
From a middle class average youth to a single mom with four young children, returning from a two-year adventurous move to central america, I suddenly realized the seriousness to become professionally successful! Following work in various industries in marketing, customer service and sales, I accepted the challenge to move into commission sales in the automotive industry. After the first year selling cars, I pursued the position of business manager/finance and insurance manager and to my good fortune, a bright young man was instrumental in landing me that position. With strong organizational skills, an excellent work ethic and a burning desire to succeed, I became a dedicated student of the business and within a few years achieved my six-figure income goal. My children now young adults, I am committed and determined to help others fasttrack their business manager career.3-Day WEALTH Seminar! Use PROMO CODE 12730 to Register!
Linkedin
FastPitch
Feeds
Profit Drivers Blog
Warranty Sales Increase while Vehicles Sales Drop
| |  | |
For link to article, Click Here
What's YOUR Willingness to be a Top Performer?
The Psychology of Buying and Selling F&I Products
 | Reference is made below to an excellent article about the psychology of buying and selling F&I products based on several years of research. Thank you to George Angus of Team One Research and Training for sharing this valuable information. This is a MUST read for all F&I Managers/Business Managers! For link to Article, Click Here |
What's YOUR Willingness to be a Top Performer?
ORGANIZED CRIME INVOLVED in AUTO THEFT
| |  | |
...“We’re seeing two very different forms of auto theft,” said Rick Dubin,Vice-President, Investigations, IBC. “One type of thief is just looking for a car that’s easy to steal, with no approved anti-theft electronic immobilizer, which can be used for transportation, stripped for parts or used to commit other crimes. The other type of thief goes afternewer, high-end vehicles. Although these are harder to steal,sophisticated organized crime rings can make a strong profit by shipping them overseas, chopping them for parts, or changing their vehicle identification numbers (VINs) and selling them to unsuspecting consumers.”...To read the full article, click here.
The etching or anti-theft systems offered in the business office are a practical means to help subsidize your customer's loss in the event of being victimized by auto theft. These programs typically have a lump sum payout to the client if the vehicle is stolen and not recovered within a certain time frame. That in itself may not be enough to get the customer excited about purchasing the anti-theft program. However, once you personalize the presentation so the benefits are specific to their circumstances, your sales will soar. Watch for our article next week with tips on HOW to personalize your presentation. In the meantime, print out the list of the TOP 10 STOLEN VEHICLES in CANADA as featured in the referred article....if your manufacturer is represented on this list, it should be displayed for all your customers to see in your office and your sales staff should be informed. Doing small things consistently produce impressive, lasting results!
What's YOUR Willingness to be a Top Performer?
Tips to get tough Finance deals APPROVED!
| Do you ever get stuck when trying to get your finance deal approved? Sometimes it's the deal structure Sometimes a co-applicant will help Sometimes more cash into the car will work |  |
Always follow-up with the credit analyst on a declined credit application. Before you make that call, know what the strengths of the deal are and what the story behind their impaired credit is.
If you are stuck, sometimes an objective perspective will help trigger an idea you hadn't thought of. Stay connected with others in your community. Our Profit Drivers Facebook Group is open to Automotive and RV Business Managers and serves as a platform to connect with other professionals like yourself! Click Here to connect with your community!
What's YOUR Willingness to be a Top Performer?
Fundraiser Event
MEET and GREET the AUTO PROS
off the SHOWROOM FLOOR!
FUNDRAISER EVENT for BABY MATHEWS
Presented by Profit Drivers
in Association with Victoria Auto Dealerships
Join us to support a good cause
& socialize with the auto professionals during a fun evening!
Is Leasing the Best Solution for Your Customer?
Article courtesy of Maria Kirley, Leasing Expert with Dominion Lending
For those of you with clients whose fiscal year end is coming soon, now is the time for them to consider leasing equipment for their upcoming year. Leasing conserves capital, and can be a way to reduce the tax bite, as leasing can be listed as an operating expense each month.
Leasing company vehicles - from compact cars to big rigs - is a great way to control the cost of doing business. Rather than buying a vehicle that depreciates in value the moment it leaves the lot, leasing it gives the business-owner the capability of listing the vehicle as an expense the moment the ink is dry on the contract. Most businesses will write off 100% of their lease expenses. For automotive service companies, leasing the service equipment makes sense - with today's rapidly moving technology, some equipment can become obsolete relatively quickly. Leasing frequently enables you to acquire the new equipment you need without having to keep costly equipment working years beyond its profitable time.
Almost anything used to operate your business or generate revenue including machine tools, construction equipment, copiers, computers, software, office furniture, manufacturing equipment, can be leased. From the vehicle you use to get to work, to the phone system you use for customer service; from the diagnostics equipment you use to serve your client to the point of sale system you use to ring in an order... leasing can service the needs of your day, while conserving precious capital you have set up for expansion.
I'm happy to meet with you to determine how leasing can work for your specific situation. Call or email me, Maria Kirley, Dominion Lending (Victoria, BC area) - 250.656.2222 mariakirley@shaw.ca
What's YOUR Willingness to be a Top Performer?
Are you Stuck in the old or INSPIRED by the new?
Learn a new way to embrace the ever-frightening experience of CHANGE!
| To help face change in life, this is a MUST read: WHO MOVED MY CHEESE by Spencer Johnson. It's funny, a quick read & written lightly like a children's book! |
 |
What's YOUR Willingness to be a Top Performer?
It's Easy to Convert miles to kms
C O N V E R T M I L E S to K I L O M E T E R S
C O N V E R T K I L O M E T E R S to M I L E S
This calculator is super simple and easy to use! Converts miles to kilometers and kilometers to miles. Keep it in your Favourites for quick access any time you need it!
Conversion Calculator
If you have any other tools for Business Managers, Finance Managers, Financial Services Managers, F&I Managers that will make their job at a motor vehilce dealership easier, please share it with the rest of us! Simply click "Add Comment" below and follow the default boxes. The more we help one another, the faster our skills, techniques and sales improve! Remember, "What goes around, Comes around".
What's YOUR Willingness to be a Top Performer?
Be Your Own BEST Customer
 |
| If you believe in yourself |
| Chances are that everybody else will too |
| The same principal applies, |
| If you believe in your products or services, |
| Chances are that everybody else will too! |
For Business Managers, Finance Managers, Financial Services Managers and F&I Managers, my advice to you is to own or use the products and services you offer your customers. For any other industry, I offer the same advice. This is a universal principal. Try it and let us know by "Add Comment" below what successes it rewards you with. If you have already mastered the BELIEF in your products by owning or using them, we would like to hear your story too!
What's YOUR Willingness to be a Top Performer?
Look for SOLUTIONS
Find the Missing Piece!
Focus on Solutions |
If you have troubles to move on to solutions when a problem arises, get help! Ask someone you admire to mentor you or hire a coach to help you during troubled times or have a trusted friend or relative on standby to lend a listening ear. The sooner you move beyond the problem and towards a solution, the better you will feel, the more respect you will get from your colleagues and peers and the sooner the perfect solution will show up!
We would like to hear your stories, any recent problems that you managed to overcome with a great solution! Simply click Add Comment below and complete the information requested in the default boxes.
What's YOUR Willingness to be a Top Performer?
Learning & Resource Materials for Auto & RV Business Managers
 |
FREE 7-Day Test Drive |
Click Here to visit Profit Drivers website
Email us today at cathy@profitdrivers.ca to get your personal temporary login.
What's YOUR Willingness to be a Top Performer?
Overcome Three Common Mistakes that Cost You Sales
If you are in any sales position, these three common mistakes will cost you sales. As we say in the automotive business, you will "leave money on the table". We have suggestions following each topic to help you overcome these challenges and accelerate your profits!
1/ You have preconceived ideas about your customers wants or needs
This happens because you've had some experiences that developed certain negative beliefs about your product or service OR you have bought into someone else's beliefs. START FRESH! Practise turning off the little annoying voice in your head and meet with each client like there is no reason in the world that they wouldn't want absolutely EVERYTHING you have to offer!2/ Handling objections is done by chance rather than by a science!
How on earth do you overcome objections using a science? First of all, you make objection handling a science. Every time you get an objection, write it down. Come up with 2 or 3 excellent ways to handle those objections . Ask your colleagues for help with this, do some research online or attend a training. Invest time into your research, use compelling examples and stories from your own experiences or from others you know. Finally, commit these to memory like they are part of your being. The science of gathering this information will then become a part of your core and you will be in charge of your sales!3/ You MUST have a powerful driving force!
The energy you have towards making sales is in direct relationship to the amount of sales you will make. For example, if you have HUGE overhead that you are responsible for, you will have a HUGE drive to make sales. Sometimes we refer to this as our measuring stick! Our own needs determine how high we aim. If you believe that the sky is the limit, you will constantly shoot there. If your averages are $500 per unit and you are comfortable there, that is what you will achieve every month. If you believe your averages should be $1500 per unit or $3000 per unit, that is what you are programmed for and that is what you will achieve. MOVE YOUR MEASURING STICK a notch or two every month and watch your sales grow!
What's YOUR Willingness to be a Top Performer?
RIFCO: Non-Traditional Financing Solutions for the Automotive Industry!
Recorded Interview Friday, July 3, 2009
with Doug Decksheimer, Vice-President of Marketing
and Carol Hanson, Credit Manager
of RIFCO
Download | Duration: 00:23:42
What's YOUR Willingness to be a Top Performer?
How to Run Your Office Efficiently!
 |
| Systems will result in a complete process, executed correctly every time! |
| Missing pieces are disruptive and waste valuable time! For every action there needs to be a step-by-step process AND that process needs to be written down. One of my beliefs is that your office should be so well run that someone can be parachuted into your job and be able to pick-up where you left off without too much difficulty. It takes work to make this happen because it requires lots of written description and who in this world wants that boring job? YOU DO! Imagine having days off without a long string of telephone calls from your part-time fill-in person or, imagine returning from holidays without a mountain of incomplete tasks to face! |
Have a SYSTEM for everything you do. Here are some examples of processes you will follow as a Business Manager/Financial Services Manager in an automotive or RV dealership:
|
| If you would like to improve the systems and create processes in your office, tackle just one at a time, write the steps from beginning to end, once completed, start on another system. If you have any other suggestions for tasks or responsibilities in your office that need a SYSTEM, let us know by clicking on Add Comment below. Over time our membership website will have a complete list of SYSTEMS with suggested processes to help you develop and maintain a very well run finance office! |
What's YOUR Willingness to be a Top Performer? |
Peeling the Onion!
| Has she lost her mind? What on earth does peeling an onion have to do with sales or a Finance Manager at an automotive or RV dealership? It has to do with... being REAL...being HONEST...being YOU |  |
| PEELING THE ONION is an expression used to describe the process ofstripping away the layers of our personality to get to the core of whowe are! This message has been so loud and clear this week that I haveto bring it up. Here's the most important part...when you speak toothers with pure honesty, you develop deep relationships lighteningfast! The protective shields that we build around ourselves are SHATTERED when face-to-face with real, honest people! | |
| How does this apply in a professional setting? Internal orexternal clients, it's all about THEM! LISTENto their wants, needs and fears. Present your products to fulfilltheir wants and needs and dissolve their fears! If your client isbudget-minded, they are perfectly suited to build budget-protectiveproducts into their payment, like extended warranty upgrades oraccident and health coverage - to name only a couple. MONEY is theroot of the evil that gets in our way! Remove ALL thoughts offinancial gain from your conscious and subconscious mind. To do this,I challenge you for the next 30-days, to practice being the very bestfinance manager in your city, your province, your nation. Practice listening and fulfilling wants, needs, and dissolving fears. Each time you aretempted to check your own (financial) gains, ignore it! Train yourselfto do this and this practice alone will increase your sales. | |
| I am fortunate to get to know some of the best finance managers in theindustry. I will tell you that the best of the best have masteredtheir craft by focusing on their clients first and concerningthemselves with their own financial gains m u c h later. We are allmotivated by money on some level, there is no doubt to that. How you allow MONEY tocontrol your actions and reactions is key here. Peel your onion and speak to your clients from your core rather than your pocketbook! Practice the 30-daychallenge and let me know your results! | |
What's YOUR Willingness to be a Top Performer? |
A Happy Life
Terrific quotes from brilliant people will surely speak loudly to you, they certainly did for me!
Turn up your speakers, sit back in your chair and
What's YOUR Willingness to be a Top Performer?
The Secret to Explode Your Sales!
Your WHY is YOUR driving force! It's like your transmission, it will keep you traveling casually along at a cruising pace or it will turbocharge you ahead, it all depends on how BIG and how important your WHY is to you. Improving your sales for your own reasons is far more motivating than it is to improve your sales because your boss tells you to. Some people are fortunate that their WHY is HUGE, it's in their face every day, maybe they have a big family with hefty responsibilities, maybe they are saving to buy a bigger home, a big boat, a family vacation-of-a-lifetime, the car of their dreams, or maybe they have a dedicated retirement plan they are saving diligently for. It's important to have pride about your performance and to feel respected by your peers because of your exceptional sales skills. It's comforting to know that as a top-performer you have less chance of being let-go should the economic times require a cut in staff members. Above all this, your own personal driving forces are the powerful motivators that will catapult you forward! Most importantly:
- KNOW YOUR WHY!
- Be certain your WHY is HUGE, it must be a stretch for you!
- Have crystal clear time and dollar targets for your WHY.
- Once you have achieved your WHY, make a NEW one.
What's YOUR Willingness to be a Top Performer?
CASH BUYERS to FINANCE BUYERS
Join us for our WEBINAR!
Topic: HOW to CONVERT CASH BUYERS to FINANCE BUYERS
When: Tuesday, May 19, 2009
Where: WEBINAR, at your Desktop!
At this exciting, interactive event you will learn:
Registration for Non-Members $29.00 + gst
To register and make payment online, click here
Topic: HOW to CONVERT CASH BUYERS to FINANCE BUYERS
When: Tuesday, May 19, 2009
Where: WEBINAR, at your Desktop!
At this exciting, interactive event you will learn:
- What tools to use to overcome low mortgage and line of credit rates
- How to move customers attention away from higher loan rates
- Why a collateral loan is preferred to mortgage or line of credit financing
Registration for Non-Members $29.00 + gst
To register and make payment online, click here
What's YOUR Willingness to be a Top Performer?
WEBINAR Reminder
Topic: HOW to SELL MORE CREDIT INSURANCE
When: 9:30-10:30am, Tuesday, May 12th, 2009
OR
9:30-10:30am, Tuesday, May 26th, 2009
Where: WEBINAR, at your desktop
Get ready to increase your sales:
♦Why customers insure auto loans in addition to other private coverage
♦How to overcome the cost objection
♦How other financial institutions present this product
Cost for each event: Non-Members $29, Profit Drivers members $19 (+gst)
When: 9:30-10:30am, Tuesday, May 12th, 2009
OR
9:30-10:30am, Tuesday, May 26th, 2009
Where: WEBINAR, at your desktop
Get ready to increase your sales:
♦Why customers insure auto loans in addition to other private coverage
♦How to overcome the cost objection
♦How other financial institutions present this product
Cost for each event: Non-Members $29, Profit Drivers members $19 (+gst)
To Register and make payment online, Click Here
What's YOUR Willingness to be a Top Performer?
For every MOM you know!
"2009 Mother of the Year"
Customize a message to every mom you know who receives email!
It will make her smile!
MOM is Special! Click Here for a direct link.
