Categories
Data Security

Are You Ready for a Data Breach?

Contributing Author:
Maurice Hamilton
Vice President
EFG Companies

Experian’s Data Breach Resolution Group, a division of the consumer credit reporting company, recently issued their 2019 Data Breach Industry Forecast. While the report was full of important information, it made me wonder if the retail automotive industry is suffering from “Hurricane Syndrome.” You know the scenario. Weeks in advance, the weather pundits issue warnings that a hurricane is coming. Only a few people pay attention. A week before landfall, the cone of probability is posted. Most people continue to go about their business. Two days before landfall, winds are picking up and early rain bands are hitting. Some people might check the pantry and fuel gauge. Then the hurricane hits with full fury, flooding ensues, roofs are blown off, and emergency services are tapped out. In the aftermath, local news reporters interview victims who say, “We didn’t think it would be that bad!” 

It’s been 13 years since the first major data breach impacted a US financial institution. According to the Experian report, the scale of data breaches in 2018 was staggering, with the number of compromised records in the first half of 2018 exceeding those for the entire previous year. Despite major security advancements, cybercriminals and black-hat hackers continue to wreak havoc on businesses. With automotive dealers and lenders moving further toward online sales, the risk of a data breach increases exponentially. While the industry must embrace this growing trend, dealers must also break out of their own data security Hurricane Syndrome.  

While the Experian report is broad reaching, two predictions have specific application to retail automotive.  

Categories
EFG Companies Featured

EFG Companies Announces F&I Client Satisfaction Research, Auditor Performance Results

DALLAS, TX (February 12, 2019) EFG Companies, the innovator behind the award-winning, Hyundai Assurance program, today announced results from several independent firms’ research and auditing efforts. In EFG’s bi-annual Client Satisfaction Study fielded by national research firm Troubadour Research and Consulting, 99 percent of EFG’s dealer clients stated they would highly recommend EFG, resulting in a Net Promoter Score* higher than Nordstrom, Ritz Carlton, and Amazon. Additionally, BenchmarkPortal, a global leader in the customer service center industry, certified EFG Companies as a Center of Excellence for the fifth year in a row. Lastly, in its 2018 risk examination as the company’s backstop underwriter, Assurant, Inc. – a global provider of risk management products and services – recognized EFG’s efficiency in claims’ adjudication. For more information, visit http://bit.ly/2pdueVX.

Categories
Dealership Training

Selling WHY – Not What

Eric Fifield Chief Sales Officer EFG Companies
Contributing Author: Eric Fifield Chief Revenue Officer, EFG Companies

When presenting F&I products, are your F&I managers focusing too much on the product details? How’s that working for you? Are you happy with those product penetration rates?

Think about when you review long lists of information, you start to tune out, right? The same thing happens when F&I managers approach a product presentation from the standpoint of selling what the product does. Tallying off coverage levels, terms, systems, and parts is the fastest way to disengage from the customer and get them watching the clock instead of listening to the presentation.

At EFG, we teach professionals to approach the F&I product presentation from the standpoint of WHY. Why should a customer purchase a certain product? How does it benefit them? You could say that the product benefits customers by listing off everything it covers, but once again, that long list isn’t directly relatable to most customers.