John Stephens

Senior Vice President-Dealer Services,
EFG Companies
20 15

John Stephens is executive vice president of Dealer Services at EFG Companies, focusing on optimizing profitability and supporting the use of finance and insurance products and services. He can be reached at 972-445-8910 and


How Auto Dealers Can Build Compliant Online Presence
In boosting online presence, don’t overlook compliance, especially when leveraging online reviews.
Stay Ahead of the Trends to Grow
Pent-up demand is virtually gone, and lenders are pulling back from subprime credit. It’s time for dealers to review other parts of their business to maintain profitability.
Leverage F&I Through Economic Change
Smart dealers need to start evaluating how to keep their margins from shrinking during the next market downturn.
The Connection Between F&I and Service Drive
Understanding the relationship between F&I and the service drive can boost dealership profitability exponentially, despite today’s market pressures.
Managers Who Can Make or Break Car Dealerships
The F&I manager must be an experienced orator, marketer, active listener – and more.
Complexities of Compliance
Even a small investment in compliance training now can save a dealer thousands in legal fees later.
Achieving Your Training ROI 1
Studies show the two biggest reasons for employee turnover are limited advancement opportunities and lack of training for a specific role. But investing time in training and sharpening the team’s skills also should pay off in improved results.
Take Stock of Your Dealership’s Transparency 3
It’s time to provide more transparency in the auto-buying process.
Compliance: Don’t Get Complacent
Compliance doesn’t have to be a bad thing. It doesn’t have to result in less profit, either.
Establish an F&I Culture in Your Dealership 2
Training the sales team on F&I products, features and customer benefits, as well as the value to the dealership as a whole, will ensure a smoother transition to the F&I manager.
Understanding Millennials
Millennials saw parents and siblings lose jobs, homes and cars during the recession, and the thought at the front of their mind is “I don’t want that to happen to me.”
Impact of Underwriting on Your Dealership
While inexpensive products are appealing, low costs could negatively affect funds needed to pay claims.
What’s Next in Credit Compliance
While it primarily has focused on rate administration as it relates to loan origination, the CFPB is beginning to take issue with the sales practices of F&I products.
Keeping Top Performers
Maintaining and retaining high performers always starts with recruiting. Today’s recruits are looking for a career path, where the opportunity to advance is just as important as a paycheck.
Maximize Your F&I Time
Step back, analyze your customer base and pick products that meet their needs. This qualitative approach will deepen your product penetration, shorten the sales process and increase revenue potential.