E-NEWSLETTER

By George Angus

When it comes to F&I, science matters more than opinion. F&I veteran climbs into the minds of consumers and reveals five ways you might be sabotaging your success.

Tags: business management, F&I menus, F&I products, training

By Rick McCormick

The market dynamics might be in constant flux, but the goals of an F&I manager aren’t. F&I trainer reveals his secrets to becoming brilliant at the basics.

Tags: customer retention, F&I products, lender strategies

By John Sauers

F&I expert provides four ways to keep lenders from steering away profits.

Tags: F&I products, lender strategies

By Ronald J. Reahard

Is your current F&I sales process adding value or alienating customers? In today’s world of Google, Myspace and YouTube, word-tracks are like 8-tracks: obsolete. Expert explains how to give today’s Generation X and Y customers what they want: a fast-paced, non-confrontational buying experience.

Tags: F&I products, Generation X, Generation Y, payment plan, sales pitches

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

By Ron Reahard

To be an F&I professional, there are six things you need to stop (or start) doing, because whether you like it or not, you’re a role model.

Tags: AFIP, ECOA, F&I manager, F&I products, Fair Credit Reporting Act, Gramm-Leach-Bliley, used vehicles

By Ron Reahard

The customer’s first impression of you is a tone setter for the entire transaction. So what warning signs are you putting up? This month we explore four ways to put your customer at ease.

Tags: F&I department, F&I office, F&I products

By Ronald J. Reahard

An F&I manager must perform a broad range of duties, including helping customers, interacting with the sales team and lenders, keeping abreast of changing laws and maintaining a desired level of dealership profitability.

Tags: credit applications, F&I manager, F&I products, FICO, lender strategies

By Jan Kelly

In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.

Tags: F&I process, F&I products, tips for success, training

By Ron Martin

The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.

Tags: F&I menus, F&I products, sales department, sales process

By Ronald J. Reahard

In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz and find out!

Tags: AFIP, charge-backs, F&I department, F&I manager, F&I process, F&I products, loan portfolios, training

By Donna Driscoll

With motor vehicle theft rates rising for the first time in a decade, an educational sales approach can put F&I managers in the driver’s seat to boost sales.

Tags: aftermarket products, F&I manager, F&I products, vehicle theft