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June 2006 - Feature

Creating the Perfect F&I Pay Plan

By Ron Martin

F&I pay plans should motivate employees to sell more products and have clear compensation guidelines. If you’re constantly reworking the pay plan, it’s time for a new one.

Tags: aftermarket products, chargebacks, F&I managers, F&I professional, pay plan, product penetration

December 2005 - Feature

Creating the Ultimate F&I Pay Plan

By Ronald J. Reahard

F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.

Tags: chargebacks, CSI score, F&I manager's income, F&I pay plan, incentives, product penetration, product sales

September 2004 - Feature

F&I Pay Plans That Get Results

By Eric Andersen and Keith Tuber

Pay plans that directly promote dealership objectives such as high CSI scores or minimal contracts-in-transit can work wonders toward meeting those goals.

Tags: CSI score, F&I manager, pay plan, product penetration, profit

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