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How does your dealership demonstrate the value of financial add-on products to customers? GAP insurance, warranty and others provide many benefits but there might also be reasons a particular product would not be suitable. Providing customers with the right information so they can make an informed purchasing …

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The Financial Conduct Authority (FCA) is introducing a range of regulatory changes on 1st September to promote competition in the market and protect consumers. It is important that dealers and other financial service providers adapt their sales processes to ensure minimum disruption to their operations. Getting a …

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Are you prepared for the FCA regulation changes coming into effect on 1st September 2015? The sooner you start working to the new standards the better. And your customers will thank you as the changes are geared towards giving them a better purchasing experience. Not sure what regulation changes we’re …

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Customers deserve to know exactly what they are buying and it is always good practice to talk them through any financial policy they wish to purchase with their new vehicle. Now the FCA is making it compulsory for all dealers and service providers to fully explain financial products before customers decide to buy. …

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The Financial Conduct Authority (FCA) plans to outlaw opt-out selling in the financial services market. What does that mean for your dealership? Customers will have to proactively decide whether they want to sign up for aftercare products such as GAP insurance or warranty. The changes are designed to protect …

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Twitter, Facebook, LinkedIn and others provide a cost-effective way to reach millions of potential customers – and that is as true for the motor industry as it is for all others. Social media is a powerful tool for reaching a large audience, but how do we keep that audience safe from misleading or unfair …

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The Financial Conduct Authority (FCA) has proposed changes to their regulations surrounding the add-on market. They are currently conducting consultations and will present their findings within the next few months. In the latter part of 2015, the new regulations will be introduced and you need to be ready. There …

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Do you know what to look for in good and bad incentive schemes? That does not mean which ones drive better performance among your sales staff, although this is undoubtedly why incentives are used, but which ones protect the customer from aggressive or misleading sales pitches. Following the publication of the …

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There is a common misconception that incentivising staff to sell is wrong. That it will lead to mis-selling. That customers will be told anything to get them to sign on the dotted line. A well designed and managed remuneration plan cannot only avoid these pitfalls but reassure your customers and even aid in the …

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The Financial Conduct Authority (FCA) has issued guidelines on what is acceptable when incentivising your sales staff. While there is no prescription for exactly what you should be doing, there are rules to follow, all to protect customers and ensure they are getting the best products and services for them. If …