Blog

The dealership floor is never the same two days in a row—one minute, you are sealing the deal, the next, you are navigating objections, waiting on approvals, or watching a buyer walk. The ones who thrive do not just react to the chaos; they use it to their advantage. They know what drives them, and that focus shapes every move. So, what keeps top performers their edge? It goes beyond experience—it is having a keen sense of purpose, clear guiding principles, and the traits that consistently drive results for top F&I and car salespeople. Let us break it down: 1. Know Your Why—And Keep It Front and Center Your “why” is not just a motivational poster in the breakroom. It is the driving force behind why you show up every day and why you push through tough deals instead of giving up. Is it financial freedom? Aiming for a GM or GSM position? Providing a better life for your family? Being the top performer on the leaderboard (with the paycheck to match)? When you know your why, your energy, focus, and hustle change. Now, you’re onto building momentum toward something bigger. 2. Define Your Values—The Traits That Set You Apart The traits of top car salespeople and F&I personnel are what set high-performing Sales and F&I pros apart. Moreover, these are not fluffy buzzwords—they are authentic that define their efforts and interactions: Discipline – The ability to stay sharp and consistent, even when the sales floor is slow. Integrity – Doing right by customers and peers, even when no one is watching. Continuous Learning – Staying ahead of industry changes, product updates, and buyer behaviors. Resilience – Not letting a difficult day (or 10) derail long-term success. Effective Communication – Mastering the art of listening, guiding customers, and closing deals without sounding like a script. The best in the automotive business do not just talk about these values—they live by them. 3. Align Your Values with Your Daily Hustle Values aren’t just for self-help books. In fact, they should show up in your daily interactions, decisions, and even the way you approach deals. For example: Discipline – You make that extra call, follow up when others forget, and sharpen your process instead of blaming the market. Integrity – You help a customer find the best solution, not just the biggest commission. Continuous Learning – You are the person who knows the latest lender incentives or how to handle a tricky financing and borrowing situation for a low credit score buyer. When your values align with your actions, customers notice, managers notice, and suddenly, you are not just another salesperson—you are the one they trust, respect, and promote. 4. The Values That Drive Top-Tier F&I and Sales Pros If you have ever met a six-figure earner in this business, you know they play by a separate set of rules. Here is what sets them apart: Ownership Mentality – They treat their role like a business within a business. Some examples: a. They do not wait for leads- They cultivate referrals and find creative ways or advanced tools to keep pipeline full. b. They master their craft— For the most part, constantly learning about industry trends, finance options, and customer psychology to sharpen their edge. c. They track their own performance—analyzing their closing ratios, deal structures, and commission earnings to optimize their approach. d. They think beyond just ‘today’s sale’—understanding that every great customer experience leads to repeat business, upsells, and career opportunities. Problem-Solver Mindset – They do not just sell; they help customers find the best solution. Some examples: a. They ask the right questions – Instead of jumping straight into a pitch, they uncover what is really holding the customer back and address it head-on. b. They simplify the complex – Great problem solvers break down financing, warranties, and trade-ins, making them clear while guiding customers to recognize needs they may not have considered. c. They stay calm under pressure – When a deal gets complicated, they do not panic—they strategize, keeping customers confident and engaged. d. They create win-win outcomes – Instead of just pushing for a sale, they ensure the customer walks away feeling great about their purchase, leading to referrals and repeat business. Storytelling Skills – They do not just list features; they paint a picture customers can see themselves in. Some examples: a. They create emotional connections– Remember your first car, the freedom it gave you? That is what this truck can do for you now—weekend trips, towing your boat, all without worrying about reliability. b. They share success stories– I had a customer just like you last week who was unsure about leasing, but once they saw how much they could save on their monthly payment, they were thrilled with their decision. c. They use stories to overcome objections– I understand, adding another cost today might not seem ideal. A customer felt the same—until his engine failed, leaving him with a $6,000 bill. Another customer who took coverage? Walked in, got it fixed, and paid nothing. That peace of mind is why so many protect themselves upfront. 5. Leverage Your Traits for Bigger Results You already have a unique set of strengths and traits of top car salespeople. However, the key is learning how to maximize them. a. Good with people? Build stronger customer relationships that lead to referrals and positive reviews. b. Detail-oriented? Dominate F&I by knowing every deal structure inside and out. c. A natural leader? Show management that you are someone who can handle more responsibility. At the end of the day, dealerships reward high performers—the ones who are dialed in, committed, and constantly developing themselves. Final Thought: Own Your Values, Own Your Future Your “why” and core values can be a powerful competitive edge when leveraged effectively. The best in the business do not leave success to market conditions or luck—they harness their mindset and develop core traits of top car salespeople and F&I personnel to win every day. For

As we step into 2025, the automotive industry is poised for growth and transformation. Historically, the year after an election tends to see an uptick in consumer sentiment, and early signs suggest 2025 could follow suit. With Goldman Sachs economic outlook projecting 2.5% growth in the US GDP, recession fear diminished, inflation trending back to 2%, and a stabilizing labor market—this year has all the makings of a defining moment for the auto industry. Inflation Insights: Core Services Trending back toward 2% Source– Goldman Sachs and Bloomberg Research Recession Insights: Declining fear Source– Goldman Sachs and Bloomberg Research A Look at the Factors Shaping Business—Insights from Dealers Surveyed in Q4 Source– PR Newswire and COX Automotive A recent survey conducted shortly after the national election reflects this emerging confidence. While market conditions stabilize, U.S. automobile dealers report increasing optimism about the future. Key factors influencing their outlook include the economy and interest rates. Notably, while the economy remains the top-ranked factor, the percentage of dealers citing its influence dropped from 62% in Q4 2023 to 56% in Q4 2024, signaling that economic concerns may be easing slightly. Gearing Up for a Stronger Automotive Industry in 2025 Building on the optimism among dealers, Cox Automotive’s 2025 forecast suggests it could be the strongest year for the market since 2019. New vehicle sales are projected to reach 16.3 million units, an encouraging 3.14% increase from 2024’s 15.9 million units, This marks the third consecutive year of growth and reflecting a steady rebound. On the retail side, used-vehicle sales are anticipated to hit 20.1 million units, the strongest performance since the record-setting year of 2021. While inventory for used vehicles at retail remains tight, the Manheim Used Vehicle Value Index anticipates historically normal growth, finishing 2025 slightly higher year over year. Factors Driving Consumer Demand Auto loan rates are showing signs of improvement, easing some affordability concerns. According to the 15th edition of the 2024 Car Buyer Journey Study, satisfaction with the new vehicle buying process has reached an all-time high, with 75% of buyers reporting they were “highly satisfied.” Dealership training helps streamline the buying process, making it more efficient and enjoyable. Additionally, training helps sustain high levels of buyer satisfaction and fosters greater loyalty, driving repeat business and long-term success. Customer Traffic and Dealer Performance Trends Dealers are seeing mixed signals regarding customer traffic. Franchised dealerships remain more optimistic than their independent counterparts, with sentiment indicators showing steady improvement. However, in-person visits have dipped slightly, causing the Customer Traffic Index to slip from 32 to 31. On the brighter side, digital traffic is inching upward, with its score rising from 39 to 40. Dealer profitability has also seen a slight uptick, with gains across both franchised and independent dealers. However, profitability remains below the highs of 2021 and 2022. With digital interest climbing, staying ahead means adopting tools that quickly identify and connect with high-intent shoppers. Imagine knowing exactly who’s ready to buy within 24 hours of them entering the market. Additionally, being the first to reach them. Pinpointing active buyers improves lead quality and drives showroom visits. Advanced tracking tools enable dealerships to understand buyers’ wants, deliver personalized offers, and communicate at the right time. With these strategies, dealerships can boost traffic, improve ROI, and strengthen customer satisfaction much needed in the auto industry in 2025. Tariffs and Their Ripple Effect in the Auto Industry in 2025 Proposed tariffs from the new administration could significantly influence vehicle affordability in 2025 and beyond. Vehicle production relies on a globally integrated supply chain. Therefore, a potential 10% tariff on Chinese imports and a 25% tariff on goods from Mexico and Canada would disproportionately impact auto prices. Many components cross U.S. borders multiple times during the manufacturing process. According to Ivan Drury, director of insights at Edmunds, this unique supply chain dynamic means that tariffs could significantly raise the cost of assembling vehicles. Ultimately, increasing sticker prices for consumers. Despite this, there’s a silver lining for car shoppers in 2025. Most vehicles arriving on dealer lots in early 2025 have already been assembled or are currently in production, so they are unlikely to reflect the impact of any new tariffs. Dealers will likely offer competitive incentives to attract buyers. The average prices remain higher than pre-pandemic levels. Yet, relative stability provides an advantage for dealers: the ability to focus on driving traffic and closing deals without significant price fluctuations disrupting buyer sentiment. The Road Ahead As 2025 unfolds, the automotive industry is navigating a positive trajectory. Stable economic growth and improved consumer sentiment are expected to create opportunities across new and used vehicle markets. Dealers and manufacturers are well-positioned to capitalize on these conditions, paving the way for steady growth throughout the year. Success in this evolving landscape requires a focus on preparedness—leveraging insights, optimizing processes, and aligning strategies with market dynamics and dealership team needs. At PRO Consulting, we specialize in supporting dealerships’ growth and success with tailored solutions. Let’s work together to position your dealership for success in 2025 and beyond. Contact us for a free consultation to review your 2025 plans and uncover growth opportunities.

Profitability is not just about reducing expenses—it’s about knowing where to invest—tools, people, and processes that add long-term value. Successful dealerships recognize that sustainable growth comes from distinguishing between investments that drive business growth and expenses that drain resources. With 2025 on the horizon, now is the time to fine-tune financial strategies and ensure resources are directed where they’ll drive the most value. Here’s how dealerships could focus on smart spending and dealership cost saving to drive long-term profitability. General Managers: Leading the Charge General Managers (GMs) set the tone for operational efficiency by ensuring both financial resources and time are used wisely. Having department managers vet every check before it’s paid promotes accountability and keeps them aware of their department’s spending. Moreover, managers could conduct weekly reviews of selected invoices they’ve approved to catch any billing errors, extra charges, or outdated, duplicate, or overlapping services that no longer benefit the dealership. Beyond managing costs, GMs should ensure dealership staff are properly trained to use tools like CRM effectively. A well-utilized CRM reduces costly manual tasks, simplifying follow-ups, and generating actionable reports. Additionally, this not only streamlines daily operations but also allows teams to focus on revenue-generating activities, turning saved time into greater profitability. Pro Tip: Once a quarter, compare multiple vendors to ensure the dealership is getting competitive rates on recurring services like customer credit checks, office supplies, and even recycling. A New Jersey Volvo dealership’s parts departments saved 15% on tire costs by adding a new vendor to the mix. Sales Managers: Right People, Right Focus = Better Sales Efficiency Sales efficiency breaks down when the team is stretched thin due to high turnover, role mismatches, or a lack of direction. To keep the team effective, focus on hiring and retaining the right people while providing targeted training and support. A well-trained, well-matched team saves time, closes more deals, and maximizes every dollar spent. Furthermore, budget creep can happen with overspending on ads, underutilized tools, and unproductive methods to generate digital leads. Pro Tip: Conducting monthly reviews ensures your tools deliver value, while investing in the right ones reduces unproductive expenses. This tool brings high-intent shoppers right to your door—no guesswork, no wasted budget—and it’s Co-Op eligible. Action Plan: Review lead-generation services regularly. Consider switching to a more effective tool that align with current business needs and deliver a higher ROI. F&I Managers: Keep It Lean Finance and Insurance (F&I) managers should focus on operational efficiencies that enhance profitability without increasing costs. Consider working with external vendor partners to train your team on reducing cancellations that eat into profits and managing credit and loan relationships effectively to streamline processes for greater financial control. Furthermore, comprehensive training and development programs are a valuable investment but must be regularly evaluated for effectiveness that leads to dealership cost saving. Best Practices: Strengthen lender relationships for better financing options. Conduct regular training sessions to enhance product knowledge and sales techniques. Service Managers: Maximize Absorption Rates Service managers must understand and optimize their department’s absorption rate—the ability of parts and labor to cover operating expenses and contribute to dealership profits. In addition, a high absorption rate reflects a well-run, profitable service department. More insights on optimizing absorption percentage here. Efficiency Hacks: Schedule regular service audits. Cross-shop parts vendors to lock in competitive rates. An expertly crafted loyalty program can help you increase repeat business. Make Expense Control a Team Effort Expense management shouldn’t fall solely on managers. Engage the entire team in the process. Employees often have valuable ideas for waste reduction and operational improvements. Team Engagement Ideas: Host monthly ‘Expense Check’ meetings. Reward cost-saving ideas with small incentives. The Bottom Line: Smart Savings, Stronger Profits Managing expenses and dealership cost saving may not be glamorous, but it is beneficial and critical for dealership profitability. By implementing regular reviews, cross-shopping vendors, and engaging employees in the process, dealerships can uncover hidden savings and reinvest those funds into growth opportunities. A healthier bottom line starts with disciplined expense control today. Ready to unlock customized strategies for stronger profitability? Connect with your PRO Team.  

Picture this: it’s a sunny afternoon at your dealership. The showroom buzzes with potential buyers, your team is busy closing deals, and then—bam! —without warning your systems freeze, and your operations grind to a halt. Suddenly, you’re not just selling cars; you’re scrambling to figure out how to keep your business running. For thousands of car dealerships, this wasn’t just an unsettling thought—it became reality. Earlier this year, the CDK cyberattack disrupted operations at nearly 15,000 dealerships across the U.S. and Canada. From billing systems to customer records, the fallout left businesses unable to operate as usual. It was a stark reminder that no one is immune to cyber threats. Dealerships are prime targets for cybercriminals because they manage highly sensitive customer data and significant financial transactions—exactly the kind of information that attackers seek to exploit. Car Dealership Cyberattacks are no longer rare events—they’re a constant threat. But that doesn’t mean your dealership has to be caught off guard. By taking steps now, you can protect your operations, your data, and most importantly, the trust of your customers. Let’s look at how to prepare for what might come next. Preparing for the Storm: Cyber Safety Practices against Car Dealership Cyberattacks Every dealership has a choice—react to threats after they hit or prepare for them now. Those who choose the latter are investing in long-term stability. Here’s how they’re doing it: 1. Patch It Up (Literally) Software updates aren’t just those annoying pop-ups you keep delaying. They often act as a shield, protecting your dealership from hackers. Make it a non-negotiable habit to update your operating systems, software, and firmware as soon as the updates are released. 2. Boost Your Security with Multi-Factor Authentication A password is your first line of defense. Multi-factor authentication (MFA) adds another layer by requiring two steps to verify your identity, like a password plus a code or fingerprint. Dealerships can enhance security by opting for phishing-resistant methods like authentication apps or biometrics instead of SMS-based codes, which can be easier to hack. It’s a straightforward way to close off a major entry point for cyber threats. 3. Keep Your Data Close and Protected Real-time, cloud-based backups that are isolated from the internet are becoming a go-to strategy for savvy dealerships. These backups ensure that even if hackers breach your main system, your critical data remains safe and recoverable. It’s like keeping a spare tire that can’t be punctured—it’s there when you need it, no matter what. Every dealership is unique, so evaluate your needs and consult professionals for the best solutions. This blog is for informational purposes only and not comprehensive advice. Other Important Recommendations Dealers May Consider 1. Customer Relations and Reputation Management Develop a clear communication plan to keep customers informed in the event of a breach. Offer resources like credit monitoring or identity theft protection to affected individuals. Proactively share the steps you’re taking to enhance security, reinforcing customer trust. 2. Reviewing Business Interruption Coverage or Insurance Evaluate your current cyber liability insurance to ensure it adequately covers potential risks. Work with your insurance provider to understand what is included in your coverage, including financial support for recovery efforts. Consider adding coverage for business interruption due to cyberattacks or data breaches. 3. Regulatory Investigations, Enforcement, and Litigation Risk Collaborate with legal counsel to document every step of the incident response process. Maintain records of all communications with vendors, customers, and regulatory bodies to demonstrate compliance and accountability. Stay informed about data protection and cybersecurity regulations to ensure ongoing compliance and mitigate legal risks. Other recommendations credit: ComplyAuto What Dealerships Are Doing Now to tackle Car Dealership Cyberattacks Forward-thinking dealerships are implementing steps such as: Investing in IT Talent: Hiring dedicated IT professionals to oversee systems, enforce protocols, and prepared to handle evolving cyber threats effectively. Simulating Threats: Hosting regular phishing drills and threat simulations to train employees and refine their response strategies. Closing Gaps: Moving data to secure backups and plugging vulnerabilities through consistent reviews of their digital footprint. Auditing Non-Digital Vulnerabilities: Conducting quarterly audits of physical information points in sales, F&I, and service departments to prevent potential data theft. Printing Essential Documents: Keeping printed and securely stored copies of contracts, warranties, and inventory lists to ensure business continuity during digital outages—it might be basic, but it’s effective. Be Ready for What’s Ahead Cyber threats might feel overwhelming, but taking even small, proactive steps can make a big difference in keeping your dealership secure and running smoothly. At PRO Consulting, we’re here to support your growth and profitability—not just through solutions, but by sharing insights that help you tackle challenges head-on. With the right tools and approach, your dealership can stay prepared for what comes next. Connect with your PRO Team for customized strategies tailored to your dealership’s success.

The role of an F&I (Finance and Insurance) team is pivotal in steering the dealership towards higher profitability, especially during the closing stages of vehicle purchases. Let’s dive deep into the best practices and strategies to transform the F&I department into a thriving profit center for your dealership. Understanding the Role of an F&I Manager At the heart of any dealership, the Finance and Insurance (F&I) department acts as a critical revenue stream. Once a salesperson closes the initial vehicle sale, the baton is passed to the F&I department to enhance the customer’s purchase with valuable add-ons such as vehicle service contracts, ancillary products, and GAP coverage. Not to mention, beyond product sales, F&I Managers are fundamental in navigating through financing options and managing essential legal documentation. Key Responsibilities of an F&I Manager Product Sales: F&I Managers must adeptly present aftermarket products and tailor financing solutions to match individual customer needs. Broadly, this requires a deep understanding of various insurance and service contract offerings. Compliance Mastery: Staying updated with the latest financial regulations and maintaining strict adherence to legal standards is non-negotiable for F&I Managers to safeguard the dealership’s integrity and customer trust. Financing Acumen: Successful F&I Managers keep a pulse on lender relationships and insurance partnerships, ensuring the dealership can offer the most competitive loan terms to its customers. Strategic Best Practices for F&I Managers 1. Cultivate Lender Relationships: Regular engagement with lending institutions and insurance vendors is crucial. Set aside time each week to foster these relationships, which can lead to better financing terms and enhanced customer satisfaction. 2. Partner with VSC Providers and Insurance Vendors: Regularly engaging with your providers ensure that your dealership offers the most comprehensive and competitive coverages and products. All things considered, these providers are often in touch with multiple dealerships. Thus, they possess a broader view of market trends and effective strategies, which can be invaluable. They can introduce you to new perspective, custom packages, and diverse products that are precisely tailored to meet various customer needs. This enhances your capacity to serve your clients effectively and boosts your dealership’s profitability. 3. Embrace Technology: Harness the power of digital tools, like CRM systems, to simplify the buying process and enrich customer interactions. Think of it as giving your dealership a tech-savvy makeover! Additionally, dive into refresher courses to keep your tech skills fresh and explore advanced marketing tools to spot new prospects and keep an eye on where your current customers might be peeking. Above all, the tool is designed to drive ready-to-buy customers straight to your doors. Connect with us to learn more about it. 4. Market Adaptability: Keep your F&I offerings aligned with market trends. Moreover, regular portfolio reviews are essential to anticipate customer needs and adjust your strategies accordingly. Furthermore, analyze your customers’ feedback and transactional data to identify products with high penetration rates. These are the offerings that customers consistently find valuable and say yes to. Use these insights to refine and expand your offerings, ensuring they meet the evolving demands of the market. 5. Collaborative Problem-Solving: Conduct weekly ‘save-a-deal’ meetings with your team to brainstorm solutions for complex sales scenarios. As a result, enhancing the dealership’s ability to close more deals effectively. 6. Ongoing Education and Training: Commit to continuous learning and skill enhancement through regular F&I training sessions. This not only boosts your team’s confidence but also keeps your department at the forefront of industry standards. 7. Advocate for Responsible Financing: This involves F&I Managers encouraging financing options that align with the customer’s financial capabilities. It’s about ensuring that the loan terms—such as the amount, interest rate, and repayment period—are sustainable for the customer over the life of the loan. Hence, the F&I Managers could help prevent financial strain and reduce the risk of missed payments or delinquencies. In addition, this approach builds trust with both customers and lenders, enhancing the dealership’s reputation for fairness and reliability in financial dealings. Pathway to Becoming a Successful F&I Manager Aspiring F&I managers benefit from comprehensive training to master deal structuring, compliance, and customer service. In addition, engaging with seasoned professionals and continuously updating your product knowledge are steps that pave the way towards career advancement. Remember, a customer-first approach not only helps in closing deals but also in building long-term relationships for repeat business. Your Partner in Growth PRO Consulting is dedicated to sharing F&I best practices and supporting your journey towards becoming a successful F&I Manager. Overall, our experts are here to provide tailored advice and strategies that can elevate the operational success of your dealership. Contact us today for a free consultation and explore how we can help you achieve your profitability goals.

Let’s be real – sales isn’t always smooth sailing, especially these days. With rising inflation and interest rates affecting customer spending habits, even the most dedicated sales teams can find themselves facing unexpected challenges. One minute, you’re cruising along, hitting targets left and right; the next, you’re stuck in a sales slump that feels like rush hour traffic. But here’s the kicker: slumps don’t play favorites, and in this economic climate, they’re more common than ever. They can happen to anyone, regardless of experience or past success. The million-dollar question is: will you let it define you, or are you ready to flip the script to break the sales slump? 1. Reset Your Mindset First things first – ditch the doom and gloom and start with a clear head. Recognizing areas where you can improve and being open to change are crucial first steps. Think of it as clearing out old files on your computer—this frees up space and improves performance, allowing you to tackle challenges with renewed vigor. 2. Reconnect with Your ‘Why’ to break the sales slump Take a moment to reflect on what drew you to this role. Was it the excitement of closing a deal or the satisfaction of helping customers find the perfect fit? Identifying your core motivation can reignite your passion and drive, propelling you forward even on tough days. 3. Spark Your Inspiration Reignite your passion by seeking out fresh perspectives. Dive into industry trends, listen to a killer sales podcast, or join a professional development program. The goal is to stimulate your mind and spark new ideas. Remember, continuous learning isn’t just about improving your skills—it’s about staying excited and engaged in your field. By expanding your knowledge and trying new approaches, you’re not just preparing for your next sale but investing in your long-term success and satisfaction in your career. 4. Tune Up Your Engine (AKA You) Your body and mind are a package deal. If you’re feeling sluggish, your performance will follow. Your body and mind are interconnected. If you’re feeling sluggish, your sales will be too. Challenge yourself with a tough workout. Sweat out the stress, pump up those endorphins, and watch your energy levels soar. A clear mind and a pumped-up body work wonders for your sales mojo. 5. Install New Power Habits It’s time to kick some old habits to the curb and add high-impact habits to your routine. Start small— Seek referrals – satisfied customers are your best advertisers. Follow through with potential buyers – persistence often seals the deal. Stay connected with industry insiders and consultants for fresh perspectives and strategies to keep your momentum going. 6. Map Out Your Route Craft a clear action plan for each day. Set specific, achievable goals and track your progress—what is your target and how will you get there? It’s like having a personal roadmap for your workday – you’ll always know where you’re heading. 7. Sync with Your Squad Remember, you are part of a team. Lean on your peers for support and motivation. Share strategies, celebrate victories (no matter how small), and challenge each other to excel. Success is contagious – spread it around. So, there you have it—your toolkit to turbocharge through those sales slumps. Remember that sales slumps are just temporary setbacks on your path to greatness. With the right mindset, smart strategies, and determination, you’ll be back in the fast lane before you know it. And remember, you don’t have to navigate these challenges alone. The PRO Team is here to be your partner in success. We understand the unique pressures of today’s market. Connect with us to discover how we can support your journey to sales excellence.