🎓 A coaching tip from Proactive Training Solutions
The Tip: FTC Regulations Made Simple: What Does it Change for Dealerships?
This short clip from Proactive Training Solutions breaks down one of the most actionable techniques in automotive sales. Watch the video above, then read on for a deeper look at how to apply this in your dealership today.
Go Deeper
FTC Regulations Aren’t Going Away — And That’s Actually Good for You
The FTC’s updated dealer rules around advertising, pricing transparency, and add-on disclosures represent the most significant regulatory shift in automotive retail in years. Dealers who treat compliance as a burden will struggle. Dealers who treat it as a competitive advantage — building customer trust through radical transparency — will win. The choice is in how you respond.
What Actually Changed for Dealerships
The core changes require clearer disclosure of the actual transaction price, prohibition of add-ons that weren’t affirmatively consented to by the customer, and documented evidence of consumer authorization for any products included in the deal. In practice, this means your F&I process, your internet advertising, and your desking procedures all need to be reviewed against the new standards.
How to Take Advantage of the Updates
Lead with transparency in every customer interaction. When you proactively disclose pricing, products, and process before the customer asks, you eliminate the adversarial dynamic that derails most deals. Customers who trust the process move faster and close at higher rates. Train your entire team — not just management — on what the regulations require and why they exist. Knowledge eliminates anxiety.
Compliance as a Culture, Not a Checklist
The dealerships that will thrive under increased FTC scrutiny are the ones that were already operating with integrity. Use this regulatory moment to audit your processes, clean up your advertising, and recommit to a customer experience built on honesty. It’s not just the right thing to do — it’s the most profitable long-term strategy in this business.
Why This Matters for Your Dealership
Proactive Training Solutions has spent 30 years measuring what actually moves the needle in automotive sales. The difference between a good month and a great month at most dealerships comes down to execution on the fundamentals — and this is one of them. Apply this consistently and you’ll see it in your numbers within 30 days.
About Proactive Training Solutions
Proactive Training Solutions was built on one belief: every salesperson can be great with the right training. Founded by Alan Ram and carrying his 30-year legacy forward, PTS delivers the most comprehensive automotive sales training in the industry — from BDC coaching to floor management to phone skills. The techniques in these videos are the same ones transforming dealerships across the country.
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