ARE YOU ONLY TRADING WITH 44% OF THE BUYING PUBLIC? AUTO DEALER SUBPRIME SALES SUCCESS! APRIL 7TH & 8TH REGISTER TODAY!!

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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 just launched! 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.

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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

Are you using F&I Training to capitalize on trends in both online shopping and subprime customers?

 

F&I Subprime Sales Success

F&I Subprime Sales Success

According to DealerTrack, 83 percent of customers are shopping for cars online. Many of those customers are spending an average of eight minutes on a dealership website calculating payments.

Some auto dealers have even taken the approach of offering customers the ability to obtain preapproval prior to coming into the dealership, providing them with immediate access to F&I. Many industry veterans, however, view the preapproval process as an outright attack on their way of doing business.

They don’t want to talk numbers over the phone. They’d rather wait until the customer comes into the dealership for delivery. But waiting to discuss terms with the customer face-to-face will cause dealers to lose sales and an opportunity to secure financing.

As I see it, dealers continue to ignore the signs that more than 50 percent of consumers have nonprime to subprime credit. Or, they don’t realize that to succeed in this new credit landscape, their sales and F&I personnel have to do things a little differently.

And help is readily available. My F&I training workshop – F&I Subprime Sales Success, slated for early April – targets specific challenges and provides solutions and tools for thriving in the new marketplace. For broader content, my new F&I online training platform, Chernek Consulting Virtual Pro, delivers comprehensive F&I education that uses real-world scenarios to help students grasp the lesson and put it to immediate use. This cutting-edge program – interactive, up-to-date and highly relevant – is accessible 24/7, 365 days a year. Students advance at their own pace.

Back to those subprime customers. Not properly qualifying the customer prior to landing him or her on the car cuts into profits and increases liability. Since most sales staff aren’t being adequately trained to ask questions that will steer them in the right direction, customers are being put on vehicles they can‘t budget or get approved. The customer waits for hours in the dealership until approval is finally granted – on a different vehicle.

It’s a balancing act. You don’t want to offend customers with established credit, but it’s the questions you don’t ask that will get you into hot water every time! For example, “What brought you into our dealership today? Are you here to meet with anyone in particular? Have you purchased a vehicle from us in the past? Are you currently financing and, if so, with what bank?”

Keep in mind that you aren’t interrogating the customer, you’re just trying to get acquainted to better meet his or her needs. Providing the customer with the dealership’s mission statement is an ideal way to frame the conversation in a positive, proactive light.

Subprime financing doesn’t have to be a tug of war. If any flags are raised, bring the customer into the dealership. Obtain a credit statement and introduce the customer to the finance manager. Establishing credit criteria earlier in the process will increase the likelihood of landing the customer on the right vehicle the first time out – a vehicle the bank will buy and the customer can afford. Stripping deals down to the bare bones isn’t any fun – and it’s poor business sense.

Plus, vehicles are being advertised on websites with discounted pricing, but some dealers are passing the acquisition fees on to the customer – a practice that can’t be defended in court. You don’t want to get caught in this compliance nightmare! But that’s a topic for another blog.

Tired, worn-out methods continue to plague many dealers and serve to diminish car sales and revenue. Remember, the bank decides if the customer rides. If you create a process that ensures consistency and helps to manage every sale, you’ll maximize profits and overall customer satisfaction.

I created my 1½-day workshop, F&I Subprime Sales Success, to share proven methods for not only navigating the subprime marketplace, but to capitalize on its potential – while minimizing liability. This subprime training event covers:

  • How to properly qualify the customer during the meet and greet.
  • Understanding your banks’ guidelines and procedures and knowing how to work with them.
  • How to structure the deal to maximize potential.
  • How to offer additional products without breaking the customer’s budget or your advance.
  • How to minimize liability when working with subprime customers.

Tuesday & Wednesday

April 7th & 8th

For more information or to register, go to F&I Subprime Sales Success http://www.ccilearningcenter.com/fi-subprime-sales-success.

For more comprehensive F&I training, check out Chernek Consulting Virtual Pro http://www.chernekconsultingvirtualpro.com/tour an online F&I training program that provides an interactive virtual learning experience 24/7, 365 days a year.