BECKY'S BLOG

@rchernek

CHERNEK CONSULTING, INC.

ccilearningcenter • July 29, 2010

Chernek Consulting, Inc.

Who are we?

Chernek Consulting, Inc. was founded in 2001 to provide comprehensive, effective, up-to-date, and affordable finance & insurance training for automotive, RV, marine and powersport dealers nationwide.

For almost a decade, CCI has assisted literally hundreds of dealers and their sales and finance staff improve performance while limiting liability. The firm is known for its outstanding workshops and successful in-house evaluations and training techniques. Dealer Elite announced in a recent poll that CCI was a runner-up in providing the best F&I training in the country!

What differentiates CCI from others?

Rebecca Chernek is a veteran in the industry, with both practical knowledge and training expertise. She has experienced every position in retail, including: sales, sales management, finance and general management. She speaks your language. She was hired by the JM&A group and quickly promoted to the largest retailer—AutoNation—making a name for herself by implementing successful menu selling in their stores nationwide, helping dealer personnel increase their bottom line profits by millions.

Chernek is an effective and dynamic communicator. She firmly believes that no training is worth the time or money if it doesn’t provide current and comprehensive facts, proven sales and closing techniques, and specific knowledge in how to develop the skills necessary to excel in several F&I positions regardless of the level of experience. Most of all, she imbues the passion and inspiration required to achieve personal and dealership goals, customer satisfaction, and greatly increased profits.

What does CCI offer?

Convenient, affordable, all-inclusive, functional training right from your company or home office!

Convenient: In an effort to keep up with the changing marketplace, to reach the most clientele, to utilize today’s technology, and to keep dealership or personal expenditures to a minimum, Chernek has formulated a three-day, four-hour, online WebEx workshop : F&I Fundamentals & Integrity Sales. No travel time, fancy wardrobe, eating, plane, car or hotel expenditures required!

Inclusive: F&I Fundamentals & Integrity Sales is geared towards any professional, in or out of the automotive industry, who is contemplating a position in finance & insurance, who is upgrading knowledge and skills for a promotion, or who is just eager to use “downtime” to further his or her skills and know-how to be more proficient and effectual in a current position. The F&I Basics workshop is open to anyone in the automotive, marine, or RV industry, but also to credit union, call center or Internet employees working in an F&I environment or position.

CCI appreciates every vendor who offers products or services to the automotive, RV and marine dealer and knows how important the ongoing and upgraded education of staff is in order to compete successfully in today’s marketplace. Every manager, or staff member working toward a management position, will benefit from taking the F&I Fundamentals and Integrity Sales workshop. It incorporates a fresh look at more efficient administrative functions with the techniques necessary to increase sales and performance.

Affordable: F&I Fundamental and Integrity Sales is affordable for every individual and company of any size. Pocket the thousands others in the field charge. Spend your savings on upgrading office equipment or software. CCI’s already renown workshop offers top-of-the-line instruction for a rock-bottom price . . . because today’s economy requires it and today’s technology permits it!

Who should take the CCI workshop training?

You. Company F&I personnel. Anyone with the interest and desire to improve, excel, or enter this field.

Car sales are on the rise. Dealers who have been running on lean management are hiring again. Now is the time to consider a position in finance & insurance.

CCI is accepting all candidates who believe they have the skill set, determination, and drive to be successful as a finance & insurance manager. Many professionals nationwide have been denied the availability of a finance & insurance course because of limited or no previous job experience, the high cost of most courses, or the inconvenience and expense of travel and time away from the business. Training has always been a dealer decision. Only those holding a position as a finance & insurance manager could ask for training. No more. Now, any professional from any facility who has an interest in the topic can enroll and receive the training usually reserved for only the few.

A finance & insurance manager can earn over $60,000 even in today’s tough economy! An innovative organization understands that job experience alone doesn’t make for a good employee. Groundbreaking companies can’t afford to keep with the status quo. Innovative thinking, a positive and focused mindset, and a fresh look at new ideas stimulates renewed passion and dedication. Enthusiasm and know-how increase sales and performance

Why is CCI’s virtual workshop innovative?

CCI understands the changing marketplace. The Internet is forcing longtime dealerships to accept the new opportunities it offers, such as creating a virtual finance department, limiting the need to bring the customer into a finance office for delivery. Savvy customers shop 24/7! To compete successfully with the competition, dealership owners must be trained in operating an online business or miss out on sales and lose financing options.

CCI has positioned itself to be your online virtual finance and insurance consultant. The F&I Fundamentals and Integrity Sales workshop is not static. We incorporate role-play and interactive sessions to engage each student, while providing plenty of study materials for later reference. We teach a consistent process that supports best practices . . . those that won’t jeopardize your hard-earned reputations. All this from your business or home office!

Certification

Although we are not a placement service, CCI can and will recommend you to our dealers and agents nationwide. We are associated with hundreds of dealers and their vendors nationwide. Upon completion of the workshop, you will be provided with a CCI certification. CCI also has other resources to provide you with ongoing compliance certification and education by the best in the industry. Your training doesn’t stop after you complete the CCI F&I Fundamentals and Integrity Sales workshop. We encourage a continued investment in whatever education is required to ensure you stand out from the competition. Know what it takes to reach the respect and income status you want and deserve.

How to enroll

It’s easy to sign up for the CCI workshop. You can pay $539.00 with any credit card at CCI’s PayPal account; no membership is required and no extra fee is charged. For further instructions, contact Rebecca Chernek at chernekconsulting@earthlink.com

Desking for the Modern Retailer

By Becky Chernek • February 3, 2026
Why the Sales Desk Still Drives Automotive Profitability
A woman is standing in front of a showroom full of cars.

Indifference in Automotive Retail: The Silent Profit Killer

By Becky Chernek • January 15, 2025
Over the last six months, the buzz around improving F&I performance has grown louder. Everyone’s talking about “getting back to basics” as the magic fix for today’s challenges. Sure, it sounds great—but is that enough to stop the ship from sinking? Let’s be honest: since COVID, selling cars was easy. Customers flooded dealerships, and it didn’t take much to close a deal. A handshake and a smile were often all it took. But now, things have shifted. The market isn’t as forgiving, and many dealerships are struggling to adapt. Yes, the basics matter, but there’s something deeper at play—a dangerous attitude of indifference. I’ve been in hundreds of dealerships, and what I see today is alarming. It’s like the industry is sleepwalking while the house is burning. Are dealers even paying attention? Are they willing to make the hard changes needed to turn things around? The Desk: Where Chaos Begins The desk is the heartbeat of the dealership—the hub where it all starts. But instead of pumping out efficient, profitable deals, it’s often the source of chaos. Years ago, F&I managers were respected as gatekeepers. They weren’t just handling paperwork; they were protecting the dealership’s assets and managing lender relationships with precision. Fast-forward to today, and much of that responsibility has been dumped on desk managers—all in the name of “speeding up the deal.” Here’s the catch: no one’s holding these desk managers accountable. Shotgunning deals to lenders without understanding the total cost of sale has become the norm. Sloppy credit applications, careless errors, and a lack of structure are creating a mess that F&I managers are left to clean up. When deals hit F&I, they’re riddled with issues—missing documents, unchecked details, and no clear process. This disrupts the flow, slows the deal to a crawl, and frustrates customers. It’s a perfect recipe for lost profits and wasted time. Broken Processes, Broken Performance Dealers often wonder why F&I performance is lagging, but the answer is staring them in the face: broken processes. When there’s no accountability, every department operates in silos. The result? Indifference creeps into your culture, and mediocrity becomes the standard. Ask yourself: Are your desk managers partners with F&I, or are they working against them? Are they ensuring every cash deal is turned to F&I? Do they know their lenders, or are they just guessing? Are they sticking to consistent pencils, or throwing out 84-month terms with no money down as a starting point? If you’re not checking these things regularly, you’re leaving money on the table. A worksheet is no different from a menu—both need to be precise, consistent, and aligned with a process. How Chernek Consulting Can Help At Chernek Consulting , we understand these challenges and provide solutions that work. Our services are designed to address the root of the problem: your dealership’s process and culture. We offer: Customized In-House Training tailored to your dealership’s unique needs. Virtual Training Programs to ensure ongoing education for your team. AI Champion Roleplay to simulate real-world scenarios and elevate team performance. Comprehensive Process Audits to identify inefficiencies and areas for improvement. Desk and F&I Alignment Programs to create a cohesive, results-driven culture. When you work with Chernek Consulting, you’re not just improving performance—you’re transforming your dealership into a profit powerhouse. The Cost of Complacency Here’s the harsh reality: indifference costs you talent. Why would top performers stick around in a dealership that tolerates chaos? Talented people want to work in an environment with structure, accountability, and a commitment to excellence. If you’re not providing that, they’ll find a dealership that does. I recently asked my F&I Today group what above-average F&I performance should look like. The consensus? It’s not just about numbers; it’s about alignment. The desk and F&I need to operate as one unit, with shared goals and mutual accountability. Fix the Process, Fix the Culture Dealers, if you’re serious about turning things around, it’s time to do more than “get back to basics.” You need to fix the root of the problem: your process. A strong, consistent process doesn’t just improve performance—it transforms your culture. When everyone is on the same page—desk managers, F&I, and sales—you create a dealership that runs like a well-oiled machine. Customers feel the difference. Deals close faster. Profits grow. At Chernek Consulting, we specialize in helping dealerships implement these changes effectively. The question isn’t whether you can change—it’s whether you will . Visit Chernek Consulting for more information or call 866-894-1899 to schedule your consultation today. For F&I beginners be sure to sign up for Chernek Consulting Virtual Pro interactive F&I courseware upgrade to AI Champion Roleplay! Contact Becky to find out more details, available for individual users and dealer group levels. We also customize all training content to fit your exact requirements.
A man is sitting at a desk in front of a computer.

Lenders Tightening Up – More Repos!

By Becky Chernek • August 19, 2022
According to a recent news story, “A perfect economic storm of inflation, soaring gas prices and the unintended consequences of the federal pandemic relief programs is closing in on many car owners.” And this scenario is affecting prime and subprime customers alike.

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