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January 2012 - Cover Story

Just Give Him a Year

Greg Brown has orchestrated a 12-month turnaround at three dealerships in the past 15 years. Now, the owner of two of California’s top-volume Nissan stores is ready for his next challenge.

By Tariq Kamal

Greg Brown has orchestrated a 12-month turnaround at three dealerships in the past 15 years. Now, the owner of two of California’s top-volume Nissan stores is ready for his next challenge.

Tags: Customer Service, dealer, Nissan

September 2011 - Feature

The Interview

A five-minute interview can go a long way toward putting customers at ease, and it may even lead to a nice boost in F&I profit per vehicle retailed. F&I trainer breaks down the process.

By Don Geroni

A five-minute interview can go a long way toward putting customers at ease, and it may even lead to a nice boost in F&I profit per vehicle retailed. F&I trainer breaks down the process.

Tags: customer interview, Customer Service, F&I department, F&I process, training

April 2011 - Feature

Turning Objections Into Sales

By Ronald J. Reahard

F&I trainer runs through six objection-handling techniques for selling service contracts and GAP, and offers advice for closing the customers who listen.

Tags: Customer Service, GAP, objection handling, service contracts

February 2011 - Feature

F&I's 10 Commandments

By Rick McCormick

Starting out in F&I is never easy, but the magazine’s resident expert lays out a game plan to get F&I ‘newbies’ off on the right foot.

Tags: Customer Service, F&I products, objection handling, sales tactics, tips for success

December 2010 - Feature

Four-Step Strategy for Social Media Success

Midlands Honda in Columbia, S.C., is proof that social media can improve a dealership’s bottom line by generating ROI and creating loyal customers.

Each member of the Midlands Honda team played a role in executing the dealership’s social media strategy, and each shared in its success. The store was able to demonstrate significant gains in customer ratings on multiple sites, including Google reviews and DealerRater.com.

By Rob Hagen

Midlands Honda in Columbia, S.C., is proof that social media can improve a dealership’s bottom line by generating ROI and creating loyal customers.

Tags: Customer Service, facebook, Social Media, Web Marketing

December 2010 - Cover Story

Uncommon Courtesy

Jack Grimley is helping Courtesy Chevrolet recover from one of the worst economic stretches in San Diego history. His secret? Keep it simple.

Courtesy Chevrolet's General Manager Jack Grimley.

By Gregory Arroyo

Jack Grimley is helping Courtesy Chevrolet recover from one of the worst economic stretches in San Diego history. His secret? Keep it simple.

Tags: Customer Service, dealer, Internet leads, sales department

June 2010 - Feature

Objection Drilling

By Tony Dupaquier

F&I managers have always been considered the dealership’s best closers, but could that characterization be hindering them in today’s economic environment?

Tags: Customer Service, F&I manager

December 2008 - Feature

Building customer rapport, tailoring a menu to the customer’s needs, and not using hard-sell tactics are definitely three keys to successful F&I product sales. But in today’s dismal setting, the sales department really needs to be part of the equation.

Tags: APR, Auto Loans, credit applications, Customer Service, GMAC INSURANCE, sales department

March 2008 - Feature

CASE STUDY: Life Without The F&I Department

By George Angus

With dealers facing changing customer expectations, increasing demands from the factories and customer resistance to the sales process, eliminating the F&I department might seem like a good idea. Dealership consultant breaks down what life would be like without the F&I department, and the results aren’t pretty.

Tags: acceptance rate, Customer Service, F&I department, F&I process, F&I products, sales department, training

March 2004 - Feature

Part 4: The Presentation

By Jan Kelly

On your mark . . .

Tags: Customer Service, F&I presentation, tips for success, training

October 2003 - Feature

Part 2: Build Rapport

By Jan Kelly

No one is going to do business with you until they believe you care about what is important to them.

Tags: Customer Service, F&I process, tips for success, training

August 2003 - Feature

Part 1: Meet the Customer

By Jan Kelly

Those first few seconds with the customer can mean the difference between success and failure.

Tags: CSI, Customer Service, F&I process, tips for success, training

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BLOG

Done Deal

Clicking for Service

By Gregory Arroyo
Guitar Center is doing its best to prove the editor’s 10-year-old prediction that brick-and-mortar retailers would always have a role in the online shopping experience.

Mad Marv

Longing, Not Loathing

By Marv Eleazer
The magazine’s from-the-trenches blogger describes how his days as a spitfire preacher influenced his style in the F&I office — and not the way you might think.

Sales Driver

Execution Plan

By Cory Mosley
The magazine’s sales expert explains how you can plan and execute long-term strategies without losing sight of your day-to-day responsibilities.

On the Point

Stop That Train!

By Jim Ziegler
‘Da Man’ gets a little reflective about his recent surgery before regaining form and doing what he does best.

Dealer Job Finder

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F&I and Showroom - August 2011

In This Issue
Here are some of the Highlights:

She’s Buying

Character Development

Ending the Cycle
And much more…

E-NEWSLETTER

MAGAZINE

Just Give Him a Year

Greg Brown has orchestrated a 12-month turnaround at three dealerships in the past 15 years. Now, the owner of two of California’s top-volume Nissan stores is ready for his next challenge.

The Interview

A five-minute interview can go a long way toward putting customers at ease, and it may even lead to a nice boost in F&I profit per vehicle retailed. F&I trainer breaks down the process.

Turning Objections Into Sales

F&I's 10 Commandments

Four-Step Strategy for Social Media Success

Midlands Honda in Columbia, S.C., is proof that social media can improve a dealership’s bottom line by generating ROI and creating loyal customers.

Uncommon Courtesy

Jack Grimley is helping Courtesy Chevrolet recover from one of the worst economic stretches in San Diego history. His secret? Keep it simple.

Objection Drilling

Keys to F&I Product Sales

CASE STUDY: Life Without The F&I Department

Part 4: The Presentation

Part 2: Build Rapport

Part 1: Meet the Customer

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F&I and Showroom - August 2011

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