Provides SUPERIOR F&I TRAINING-Driven for Results- for Automotive, RV & Recreational -InDependent Dealers Nationwide. Now In-Depth Training on NON-PRIME-SUB-PRIME Financing! We never sugar coat it...that's why our dealers love us! Still offer the very best on menu selling techniques!

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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 F&I Training. The fact is, nobody knows it all. Not even the guy who claims to. Especially not him. Even the most comprehensive F&I 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 Training to front-end management -can come to get the skinny on everything from F&I market breaking trends tips on how to close more F&I deals 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 Chernek as an experienced F&I Consultant who has experience from the front-end to the back-end. Chernek Consulting specializes in all aspects of F&I Training- NonPrime & SubPrime Desking Solutions. We offer F&I Basic Training to Advanced F&I Training- contact us today. 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 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! We recently added Non-Prime -SubPrime training make every customer count! Learn how to effectively work your Non-Prime & SubPrime triggers leads- you will be amazed with the results! Limit liability and implement an F&I process that supports integrity and compliance every step of the way! Check out our F&I OnLine Training Programs coming soon!

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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. Chernek's F&I Training is offered throughout the United States - check out Becky's testimonials and find out why our dealers love us! Complementary Auto & RV Dealership Analysis what are you waiting for - call Becky directly at 404-276-4026!

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Blog and News Area

Don’t Let Your Competition Eat Your Lunch

Don’t Let the Competition Eat Your Lunch!

By Rebecca Chernek

 

Idea That Matter

Ideas That Matter

“Subprime financing.” It’s one of the most frequently-spoken catchphrases in the auto sales industry today. It’s also one of the biggest pain points for car dealers so entrenched in their old ways of doing business that they can’t see the forest through the trees. We all know working subprime deals can be a pain in the you-know-what. But so is selling cars without making a profit. You’d think this harsh reality would be enough to jolt sense into sleepy minds – but if that were the case, I’d probably be out of a job.

 

Here’s the simple, unadulterated truth: if you want to maximize your profits in today’s rough and tumble economy, you’re going to have to learn to embrace subprime financing. Period. But before you can do that, you first have to ask yourself some hard questions that probe deep into the heart of what you’re probably doing wrong.

 

1.)   Do you have an inventory diverse enough to accommodate a broad range of budgets?

2.)  Is there a system in place at your dealership that automatically selects a range of specific vehicles based on the customer’s credit information?

3.)  Do you have the right lenders in place who will buy deals without forcing a ton of contingencies?

4.)   Is your F&I Manager schooled on the various methods of working with subprime or nonprime credit? What type of F&I Training does your F&I Manager attend on a regular basis?

5.)   What compliance checks – if any – does your dealership have in place to double-check all steps throughout the buying process? Does your F&I Training include F&I compliance?

6.)   Do you take steps to ensure your internal processes and procedures are followed by everyone and not just your F&I Manager? Did you know that F&I Training is not just meant for F&I, everyone in the dealership should attend F&I Training.

7.)   Are you of the opinion that compliance starts and ends with the F&I office and has nothing to do with what goes on at the sales floor level?

8.)  Do you find yourself stuck in the mindset that all it takes to sell a car is to land the customer on a specific car before talking figures?

9.)  What’s the frequency of your staff’s training schedule? Do you offer weekly or bi-monthly training refreshers? F&I Training is essential it’s the basic building blocks and this isn’t meant for just the F&I department.

10.)  Is your sales staff gun-shy about sending subprime customers to your F&I Manager because he or she has a poor attitude about it? When is the last time you sent your F&I Manager or better yet your sales manager to NonPrime or SubPrime F&I Training?

11.)  Do you have a smart pay plan in place to adequately support subprime deals in sales and finance?

 

Many dealers make the decision to sell cars to subprime customers, or buy trigger leads in the hopes of upping their sales margins. Then they do absolutely nothing to upgrade their existing sales processes or consider F&I Training. If this sounds like you, you’re in for a rude awakening. With no game plan in place, you’re sunk before you’ve even set sail.

 

The fact is, more than 50 percent of all car customers suffer from near-average to subprime credit. Without a well-planned process in place for dealing with nonprime or subprime customers, you’re effectively pushing half of all prospective buyers out the door and handing your lunch to your competitors in the process. If that doesn’t put a pit square in your stomach, maybe you’re in the wrong line of work.

 

Having an established process in place that encourages more subprime sales is absolutely essential to surviving the shifting tides of our uncertain economy. Now is the time to consider trading in those old, worn out methods that have been undermining your results. Learning can be fun!

 

Rebecca Chernek is the founder and president of Chernek Consulting, LLC. With over three decades of experience, she is one of the auto industry’s most sought-after thought leaders. She offers specialty, in-house F&I consultation services and regional workshops on F&I Training and recently added Non-Prime SubPrime training. Contact Rebecca today at becky@chernekconsulting.com or visit www.chernekconsulting.com or contact directly at 404-276-4026 for a complimentary analysis!