Menu Presentation
Column Structure
Waivers (Disclosures) & Inexpensive Products
Your Product Line-up
Apologizing for Your Menu, and Working with The Interrupter
The Best Rate, Sorting Out the Details, and The Surprise Ending
Supporting the Cause Via Deductible and Educating
Reacting Quickly, Building Rapport, and Avoiding the Pitfalls Caused by Guessing Usage Patterns
Robust Column Offering
“But we don’t drive that many miles!” & “Are you telling me this is a bad car?”
Looking Back, Analyzing Current Events, and Looking Forward
Poachers
Used Vehicles
Pivoting on Our Toes Versus Reacting from Our Heels
Watch for The Changes
Customer Profiles
100%
Keeping Things Moving Via Transitional Segues
“We’re probably not going to be purchasing what we did, last time.”
Bundle Up?
Bundles Delivered
(minor) Process Changes
Menu Architecture (some Psychological Considerations)
Historical Revisionism
Bookouts, Lenders, and Deductibles
The Rockstar Who Dropped The Mic
The 100% Rule and To GAP Or Not To GAP
Used Vehicles (Revisited)