F&I Training- Driving Profits in a Compliant World for Automotive, RV, Independents and Finance Companies.

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F&I On-line Training

Chernek Consulting Virtual Pro
Automotive & Recreational Vehicle Sales

F&I On-line Training

Chernek Consulting Virtual Pro is launching soon! Pre-register today here. Chernek Consulting Virtual Pro is an immersive online training program available at your convenience – 24 hours a day, 7 days a week, 365 days a year. Leveraging my three decades of experience in the automotive sales industry, I have developed a highly effective training program that will guide you through the ins and outs of learning how to be an effective finance and insurance expert. All online coursework is user friendly and straightforward, with a special emphasis on ethical practices that will ensure you toe the line with respect to critical and career-impacting rules and regulations. You will be given all you need to handle any scenario – from common, everyday situations to infrequent circumstances capable of stumping even the most seasoned F&I pro.
Pre-Register for Virtual Pro here.

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Dealer Services

F&I Development-Desking Solutions
Automotive & Recreational Vehicle Sales

Dealer Services

Today, the spotlight is on your F&I department more than ever before. The media continuously discredits F&I dealership ethics, and the information on the Internet has created a more savvy customer. As a result, the car business nationwide is replete with added risk. You can no longer afford to conduct “business as usual” on the floor or in the F&I office. Instead, you need to adopt an upfront sales culture to increase awareness increase profits and add thousands of dollars to your bottom line. The F&I Menu taught by Chernek Consulting is time-tested and proven to make a huge impact in your overall F&I performance — just ask hundreds of satisfied dealers who have worked with us. Chernek Consulting provides customized in-house F&I Training for the entire staff-we get everyone on the same page fast!

Check out our new Role-Play Training

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Rebecca Chernek

President, Founder
Automotive & Recreational Vehicle Sales

Chernek Consulting LLC was founded in 2001 by Rebecca Chernek. Rebecca is well-regarded as a F&I Consultant-a pioneer on menu selling tactics and offers F&I specialty training on Non-Prime & SubPrime financing. Chernek is not a cookie cutter same to all and provides a customized in-dealership F&I training program based on the dealers specific needs. She brings nearly three decades of experience in the automotive retail industry and has worked with industry leaders such as JM&A and AutoNation. She provides F&I online training- F&I training, interactive webinars and customized in-dealership training for automotive, RV and marine dealers nationwide. Through her courses, you will learn to bridge the gap between sales and F&I once and for all, cut delivery time in half, and effectively implement an enthusiastic, seven-minute F&I presentation that will add millions of dollars to your bottom line.

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Blog and News Area

Gen Y and F&I: Streamline Your Process to Foster Loyal Customers

F&I TrainingIn several blog posts I wrote for NCM this past year, I touched on a subject that garnered quite a large reaction: Gen Y —or Millennials — and the way they want to buy cars versus the way car dealers have always sold them in the past.

 

I found people coming down hard on both sides of the debate: to change the automotive dealership to suit this new generation, or do things the way they have always been done, and trust that the new buyers will adapt. Both sides have passionate arguments, but let me say up front: I believe that if we as an industry don’t change, the buyers will take their money somewhere else. You might believe they have no other options, but services such as Uber and Lyft that allow users to share rides with each other, or Zipcar, that gives them the option to rent vehicles on an hourly basis, not to mention growing pushes for better public transportation in many major urban and suburban areas, mean that Gen Y is already putting an infrastructure into place that will make owning a car less necessary.

 

And since this generation of buyers is expected to make up 40% or more of the purchasing population by 2020, car dealers need to figure out how to better reach these customers now, when there is time to build brand loyalty, as well as instill the benefits of car ownership.

 

The biggest hurdle dealers face when it comes to Gen Y buyers is the amount of time it takes to get them in, get the necessary selling and paperwork done, and get them out again in their new vehicle. We don’t need to reinvent the wheel, we just need to refine it. And one area I passionately believe all dealers can be doing a better job — and not just for Gen Y, but for all buyers — is in F&I.

 

There are a variety of reasons customers get bogged down in the F&I office, ranging from a poor handoff from sales, to incomplete paperwork, to lengthy sales presentations. There are a variety of ways to streamline the relationship between sales and F&I, making the process smoother not only for the customer, but for the dealership as well. However, the area I’d like to focus on now is streamlining the F&I presentation.

 

There are quite a few options out there for F&I training, ranging from in-person classes to online options. Most of them focus on a few basic essentials:

 

  • Use a menu system to sell the products.
  • Offer every product to every customer
  • Keep the number of total products small, so as not to overwhelm

 

Menu selling has become ubiquitous in the F&I world, but there are still many dealerships out there who have not made the switch. There are also “Lone Ranger” F&I managers who believe they have a better system than the one the dealership has chosen to implement. Every automotive dealer in business today, no matter what size or where you are located, should sit down and chose a menu system that works for your unique needs. And then you need to provide ongoing training to teach your F&I managers how to use the system, and then reinforce that training over time. The goal should be to get a customer in and out of the F&I office in 30 minutes or less.

 

It won’t happen overnight. You may have to try a few different F&I menu options before you find the one that works best for your dealership. If it currently takes you an hour or more to get a customer in and out of the F&I office, then try setting smaller goals to start, especially as your team gets used to new procedures — try to shave 10 minutes per month off the average time until you are hitting your 30 minute goal, for example. Then recognize and reward the F&I managers and sales people who are doing the best job at using the new tools to encourage everyone to keep learning and using them.

 

This is where we start when it comes to giving Gen Y a reason to keep enjoying car ownership, and to not only purchase vehicles, but refer the dealerships they bought from to their friends and family. Gen Y can be very brand loyal, and if a car dealership gives them the experience they are looking for, they are going to be far more likely to return to that location for all of their future vehicle needs. This is the kind of customer every automotive dealer dreams of — and all it takes to get there is a willingness to adapt and give them an experience they’ll remember for all the right reasons.