December 2011 - Feature
By Gerry Gould
The call for transparency is giving rise to one type of F&I manager and forcing two others into extinction. The magazine’s resident F&I trainer explains.
Tags: F&I manager, tips for success, training, UDS
By Don Geroni
Being able to handle an objection isn’t rocket science, but it does require you to adhere to a strict process. The magazine’s newest F&I expert lays out a five-step plan of attack.
Tags: objection handling, tips for success, training
February 2011 - Feature
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
February 2005 - Feature
By Jan Kelly
To maximize the dealership's cash flow, F&I staffers should track loan docs through the funding process.
Tags: CASH FLOW, E-CONTRACTING, lender, tips for success
November 2004 - Feature
It's a terrible feeling when you've put great effort into a deal only to see it go splat because you can't get the customer's loan approved. Don't let this happen to you.
Tags: credit bureaus, lender, lender strategies, tips for success
October 2004 - Feature
Organization and disclosure are essential when paperwork can make or break a deal.
Tags: CSI, Deal Structuring, documentation, sales department, tips for success
September 2004 - Feature
Menus don't sell products — people do. But effectively using them as a tool during the deal will ensure more sales and full disclosure.
Tags: F&I menus, F&I process, tips for success
May 2004 - Feature
Mastering the art of negotiation includes using the power of small numbers and making an impression with your last words.
Tags: F&I presentation, tips for success, training
March 2004 - Feature
On your mark . . .
Tags: Customer Service, F&I presentation, tips for success, training
February 2004 - Feature
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
October 2003 - Feature
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
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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