I A D A E N D O R S E D Idaho Automobile Dealers Association ENDORSED Business Solutions IADA is always looking for ways to help its members save time and money. Thanks to group-buying power of more than 110 members, the association is able to do that by negotiating with companies to provide the most competitive business products, rates and services possible. The services IADA offers are those which most dealers use in the successful operation of their businesses. Many of these programs offer special pricing for IADA members – the savings from which make it the membership that can literally pay for itself. Our dealers saved countless time and money over this past year by participating in IADA’s endorsed business services. Before another year passes, check with IADA’s endorsed providers for assistance in making that very difficult decision of who will provide services for your company. IADA Executive Vice President [email protected]THE IADA IS: LOBBYING for passage of franchise law improvements and reduced bureaucracy REPRESENTING dealer viewpoints before state regulatory agencies FIGHTING to reduce service contract advertising abuses REDUCING liability through our own retail installment contract enhancements DEVELOPING cost effective dealership certification & education classes NEGOTIATING changes in compliance guidelines for reduced liability IDENTIFYING effective providers for affordable products and services PROVIDING competitive F&I products for greater dealer profitability IMPROVING the value, quality and timeliness of dealer communications LOWERING the cost of stock & promotional items through competitive pricing
Transcript
IADA
ENDORSED
Idaho Automobile Dealers Association
ENDORSEDBusiness Solutions
IADA is always looking for ways to help its members save time and money. Thanks to group-buying power of more than 110 members, the association is able to do that by negotiating with companies to provide the most competitive business products, rates and services possible.
The services IADA offers are those which most dealers use in the successful operation of their businesses. Many of these programs offer special pricing for IADA members – the savings from which make it the membership that can literally pay for itself. Our dealers saved countless time and money over this past year by participating in IADA’s endorsed business services. Before another year passes, check with IADA’s endorsed providers for assistance in making that very difficult decision of who will provide services for your company.
Board of DirectorsPRESIDENT (201-2015) David Taylor | Rexburg | Taylor ChevroletVICE PRESIDENT Rob Studebaker | Caldwell | TEAM Mazda SubaruEXECUTIVE VICE PRESIDENT Kevin Hanigan | Boise | IADA NADA DIRECTOR Mont Crnkovich | Idaho Falls | Broadway FordDEAC CHAIRMAN Jim Addis | Coeur d’Alene | Lake City Ford
DIRECTORS: DISTRICT I Kathleen Sims, Coeur d’Alene, Coeur d’Alene HondaTom Robideaux, Sandpoint, Alpine Motors VACANT DISTRICT II VACANT VACANTVACANT
DISTRICT III Rob Studebaker, Caldwell, TEAM Mazda SubaruTom Greene, Boise, Larry Miller Chrysler Jeep Dodge RamVACANT
DISTRICT IV Greg Wills, Twin Falls, Wills ToyotaBruce Breshears, Burley, Bonanza Motors Gregg Middlekauff, Twin Falls, Middlekauff Automotive GroupCon Paulos, Jerome, Con Paulos Inc.
DISTRICT V David Taylor, Rexburg, Taylor ChevroletPhil Meador, Pocatello, Courtesy FordNeil Erickson, Rexburg, Erickson Pontiac GMC
*Please contact Kevin Hanigan if you are interested in filling one of the vacant positions. [email protected]
www.iDealerSupplies.comPhone: 208-853-4668 w Fax: 208-853-6671
www.iDealerSupplies.comWe are committed to finding you the best prices for the products you use at your
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Vehicle Service Contract & F & I Training Provider
Despite improving car sales, automobile dealerships should not overlook the potential revenue their F&I departments can add to the business.
“Faced with dismal car sales during the economic downturn, many successful car dealerships focused on
selling their F&I products to generate business income,” said Greg Burl, National Finance and Insurance
Executive for Zurich in North America. “Even in good times, though, F&I products shouldn’t be an
afterthought. When marketed properly, they can really maximize profit.”
However, maximizing profit and maintaining compliance in the F&I department often means investing
in quality training and fostering cooperation among the sales force and the F&I team. Understanding
the customers’ needs and recommending the appropriate products that meet their needs are key
to effective selling, said Marie Knight, Regional Finance and Insurance Manager for Zurich in
North America.
“Explaining how the value of a product exceeds its cost is crucial to effective sales and maximizing
profit,” Knight said. “That is why training the team to better understand the costs and benefits of
each available product, as well as to interview customers about their driving habits and needs,
is so important.”
The road to improved performance
According to an informal F&I and Showroom Magazine survey of 800 readers, respondents said their
auto dealerships on average sold just above two F&I products per deal during the first three quarters of
2011. The average F&I profit was $804 per new vehicle; $883 per used vehicle; or $843 overall.
In a completely unrelated Zurich survey, however—whereby the auto dealerships surveyed had provided
substantial F&I training to their employees—the profits were higher. Zurich’s Top Tier Elite PerformanceTM
Accounts generated $1,208 in profit per vehicle on average from F&I sales.
“Training does make a difference,” Knight said. “Whether it’s in the form of increased profits, improved
compliance, or enhanced customer service, F&I sales training can help auto dealerships and their F&I
departments perform better.”
Typically independent consultants and insurance companies offer F&I training, Knight said. Starling
Chevrolet and Cadillac, which has three dealerships in Central Florida, invested in the F&I training Zurich
offers. Jack Starling, executive manager of the Starling dealership in Deland, Florida, said his company
has overwhelmingly benefitted from F&I training.
Since enrolling all three dealerships’ general managers and F&I managers in once-a-month training in
early 2011, the company has seen improved F&I profits and compliance processes, in particular, he said.
“We have put a lot of focus and attention on this area,” Starling said. “It’s an important part of the
business. If we can help our customers make good decisions and protect their investments, then they
will come back and do business with us again.”
How to maximize F&I profit and maintain compliance
Typical F&I products offered by auto dealerships
• Vehicle Service Contract
• Guaranteed Auto Protection
• Theft Deterrent Program
• Environmental Protection Plans
• Tire and Wheel Protection
• Maintenance Program
When it comes to your finance and insurance (F&I) operation, Zurich representatives take a consultative approach. They are committed to providing an F&I program to help you find more ways to make more money. It begins with the tools and processes needed for a successful F&I operation.
Zurich representatives will provide training to support your efforts. Their F&I consulting services are backed by a full line of quality products such as: • vehicle service and maintenance contracts • road hazard tire & wheel coverage• paint and interior protection products• theft deterrent through Universal Security Guard® • Guaranteed Auto Protection (GAP)• reinsurance & retrospective programs
To speak with a Zurich representative, contact one of our regional offices: Troy Linafelter at (208) 615-1281Bob Evans at (206) 954-9916Reg. F&I Manager: Rob Newman at (425)941-7017Matt Norris at (208) 982-1652Reg. Sales Mgr: Jeff Nothinger: (208) 362-6350
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