SubPrime Forum Includes Goebel on Structuring Vehicle Inventory to Match Financing Possibilities
SAN DIEGO — The inaugural SubPrime Forum will give Used Car
Week attendees a host of expert analysis to answer a wide array of financing
questions. Here's an example: Do you have the right kind of inventory to put a
subprime buyer into a deal that will be bought by a lender?
To ensure dealers do, one of the highlights of the SubPrime
Forum sponsored by Dealertrack Technologies, Fiserv and Black Book Lender
Solutions will feature Greg Goebel, chief executive officer of Used Car
University.
For the last 23 years, Goebel's name has been synonymous
with the special finance industry – literally writing the book on special
finance as the author of the hardback, The Complete Guide to Special Finance.
In January 1990, Goebel entered the special finance market
and his dealerships combined to deliver more than 11,000 special finance deals
until he retired from retail in 2002. Following his successful retail career,
he was a partner in a 20 Group firm where he served as a moderator and helped
develop several specialized 20 Groups, including one comprised of elite special
finance dealers.
Goebel has trained more dealers, vendors and finance
companies on special finance than any other individual in the auto industry. He
continues to offer on-site consulting, phone coaching and workshops on special finance
to dealers of all sizes and is a featured speaker at industry events. Greg is
also an experienced 20 group moderator and currently moderates a 20 group for
NCM Associates.
At the SubPrime Forum, which is being orchestrated with the
NAF Association, Goebel will give a presentation titled, "The Right Stuff: Does
your Pre-Owned Inventory Really Match the Customers Coming Through Your Door?"
"The average credit score of someone financing a used
vehicle is a 659 (compared to a 754 for a new vehicle). That means the average
person financing a used vehicle is non-prime," Goebel said.
"Every dealership is different. Do you know what percentage
of your traffic falls into the various credit tiers, and which tiers offer the
biggest opportunity for incremental business gain? This session will show you
how to return home and analyze your opportunities, then appropriate inventory
to take advantage of them," he continued.
Goebel's session is one of more than a half dozen scheduled
for the SubPrime Forum, which runs Nov. 12 and 13 at the Manchester Grand Hyatt
in San Diego.
Registrants can save $200 if they complete the process by
Tuesday.
Complete details about the SubPrime Forum as well as the
rest of Used Car Week that includes CPO
| The Pre-Owned Conference, the Re3 Conference and the National Remarketing
Conference can be found at www.usedcarweek.biz.
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