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F&I and Showroom - April 2011

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In this Issue

FEATURES

Dealer Profile
Blazing New Trails
Toyota of Escondido is forging ahead in its attempt to tap into the $28 billion auto accessories market. Its guide will be a new program designed to get car buyers to explore the great outdoors.

Finance and Insurance
Turning Objections Into Sales
Get six objection-handling techniques for selling service contracts and GAP, plus advice on when to go for the close.

Finance and Insurance
7 Costs Internet Shoppers Haven’t Calculated
Today’s internet shopper might be better educated, but you can bet there are a couple of cost-of-ownership items they haven’t considered. Auto Finance
Fourth-Quarter Push
The auto finance market continued to drive forward in the fourth quarter of 2010, but can it continue? Experian Automotive’s director of automotive credit runs through the numbers.

Technology
Money For Nothing Leads for Free
Today’s internet shopper is forcing lenders to consider the direct-to- consumer channel in greater numbers. Auto finance insider offers several reasons why this may not be a bad thing for dealers.

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