Serving Automotive, RV & Recreational Dealers in the United States. NCM Industry F&I Expert-Dynamic F&I Instruction-Engaging-Interactive- Hundreds of completely satisfied customers check out Becky's testimonials!

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Ask Becky Q&A
Automotive & Recreational Vehicle Sales

Ask Becky

Sometimes, it can be tough finding answers to pressing questions having to do with the automobile finance and insurance industry. The fact is, nobody knows it all. Not even the guy who claims to. Especially not him. Even the most comprehensive training programs in the world – whether they’re the kind performed face to face or via online channels – can’t pre-address every single question that’s likely to pop into someone’s mind further down the line. For this reason, we think it’s important to offer your F&I staff a platform through which they can get quick answers. If you think it’s important too, then you’re going to like what we have to offer. Our recently launched “Ask Becky” channel is an entirely free platform where anyone in your dealership, from F&I to sales, can come to get the skinny on everything from market breaking market trends tips on how to close sales more quickly (and just about anything else you can think of). All you have to do is enter your name, your email address, ask your question, and hit Submit. You’ll get a private, personalized response from Becky as quickly as possible. So… got a question? Ask Becky!

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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 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 profits and add thousands of dollars to your bottom line. The transparent sales methods taught by Chernek Consulting are time-tested and proven to impress — just ask hundreds of satisfied dealers who have worked with us. Chernek Consulting provides customized in-house training for all your management personnel to help get everyone on the same page. And our most popular workshop, Closing Tools Mastering Menu Sales, is interactive, engaging and intense study of the ABCs on how to master menu selling once and for all.

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Rebecca Chernek

President, Founder
Automotive & Recreational Vehicle Sales

Chernek Consulting LLC was founded in 2001 by Rebecca Chernek. Rebecca is a well-regarded dealership sales, management and F&I expert with nearly three decades of experience in the industry. She provides online 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. Rebecca will teach you and your staff how to effectively utilize transparent selling techniques to significantly increase your profits while limiting liability. In the process, your dealership will establish a community-wide reputation you can be proud of that outperforms your competitors hands down.

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Blog and News Area

Closing Tools Mastering Menu Sales Workshop-May 13th & 14th!

Becky Standing #4Ask the average car consumer what they think of auto salesmen. Warning: before you do, brace yourself for what you’re going to hear. Words like “seedy” and “not to be trusted” will likely be bandied about – and what you learn may just force you to question every practice you’ve ever put into place in the commission of selling a vehicle. The bottom line is, buyers trust car salesmen about as far as they can throw them. Sadly, the same goes for their opinions about F&I professionals. Imagine a consumer not trusting the very people they’re asked to put their faith in when closing the deal on financing and protective products. Is something wrong with this picture? You bet there is.

 

Bizarrely, dealerships around the country frequently adopt what can best be described as a “style over substance” approach to dealing with the problem. As if slapping a band aid on a serious injury – or adorning a dealership with signs that scream “We’re trustworthy!” while practicing the same old, worn out selling approaches – could ever accomplish anything effectual. Here’s a secret you might not be privy to. If you want to keep customers happy, buying, and coming back again in the future, there’s only one way to do it. By undertaking the practice of menu selling.

 

Menu selling isn’t new. It’s not last year’s news, either. Far from it. Leaders of the auto sales industry have been singing the praises of menu selling for well over ten years, and for darn good reason. The data is there. Industry research has shown us time and again that dealerships who use menu selling see a dramatically reduced number of charge-backs, limited liability, and increased business. Better yet, menu selling results in past buyers bringing their business back the next time they’re in the market for a vehicle.

 

Why? It’s simple. Auto consumers appreciate full disclosure. Not only do they appreciate it – they demand it. Buyers want to know they’re not going to discover some invisible loophole in the agreements they sign when they purchase a car. What’s even more critical, car consumers are discovering that the “no-hassle” auto purchase isn’t just a pipe dream anymore. They’re finding that buying experience with increasing frequency as a growing number of forward thinking dealerships take proactive steps toward changing course.

 

The real tragedy is that for all its proven benefits, menu selling is still only practiced by about 20 percent of dealerships nationwide. That’s roughly one in five. Despite the fact that the top dog retail giant in the industry, AutoNation, has embraced menu selling as standard practice. And in the face of statistics from menu software makers like Maxim Track, which reports increased PVR around 33 percent when menu selling is utilized. This leads me to ask the question: are the majority of dealers who haven’t yet embraced menu selling crazy? Or are they simply so entrenched in their traditions that they can’t see their way clear to making changes that could mean the difference between extinction and survival?

 

I prefer to think it’s the latter. I’ve known far too many perfectly competent dealers and F&I specialists in my time to be convinced it’s a separation from reality that’s to blame. Many of them are convinced that transparency in auto sales in a misnomer. Still others choose to accept the fact that complete compliance with state laws and regulations is simply not possible, and that lawsuits are “part of the territory” of the industry. It’s this very kind of defeatist attitude – the deer in the headlights syndrome – that will be responsible for a great number of dealerships going under. Just as it will be responsible for an entire generation of F&I Managers losing  jobs to a more highly diversified league of professional.

 

The time has come to pick which team you’ll be hitting for. Whether you’re new to the concept of menu selling or you’ve tried it out and aren’t getting the results you should, there’s only one thing that can turn the tide in your favor: training. On May 13 and 14, I’ll be giving a workshop at the Georgia Tech Global Learning Center called Closing Tools – Mastering Menu Sales. If ever there was a workshop to add to your top three list of must-attends, this is it. Click here to register today.