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October 2011 - Feature

Lights, Camera, Action!

These five individuals were named category winners for having the best on-camera F&I presentations in five categories. Find out what strategies they employ in the F&I office.

By Jennifer Washington

These five individuals were named category winners for having the best on-camera F&I presentations in five categories. Find out what strategies they employ in the F&I office.

Tags: F&I presentation, FandIdol, GAP, Industry Summit 2011, key replacement, service contracts, tire and wheel, vehicle theft

July 2011 - Feature

The Tour That Drives VSC and PPM Sales

The best way to sell a VSC is to create awareness of the need for service and to demonstrate your ability to handle it. F&I trainer explains how a quick tour of your service and parts department can do just that.

<p>Salespeople should lead customers on a guided tour of the service and parts department while the F&amp;I manager prepares their paperwork.</p>

By Gerry Gould

The best way to sell a VSC is to create awareness of the need for service and to demonstrate your ability to handle it. F&I trainer explains how a quick tour of your service and parts department can do just that.

Tags: parts and service, service contracts, vehicle maintenance

May 2011 - Feature

Going Big Time

Warrantech’s top executive opens up about the 28-year-old company’s recent acquisition, its redesigned product line and more.

By Gregory Arroyo

Warrantech’s top executive opens up about the 28-year-old company’s recent acquisition, its redesigned product line and more.

Tags: F&I product provider, F&I products, Reinsurance, service contracts, Warrantech Automotive

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

November 2010 - Feature

Direct Marketing Takes Center Stage

The direct-to-consumer panel session was moderated by (left to right) VisionMenu’s Ron Martin and included Ristken’s Patrick DeMarco, APCO’s Larry Dorfman, CNA’s Jay Sharpnack, the AFIP’s David Robertson and NAC’s Pete Biscardi.

By Editorial Staff

Industry leaders offered their thoughts on whether direct-to-consumer marketing has a place inside dealerships.

Tags: F&I Conference & Expo, marketing, service contracts

February 2010 - WebXclusive

Protective Talks Credit, F&I Products and GAP’s Improved Stance

By Gregory Arroyo

The magazine goes one-on-one with Brent Griggs, president of Protective’s Asset Protection Division, to discuss a host of topics ― from the F&I product sales and the credit market, to the company’s recent purchase of Prizm. Find out why the company is feeling positive about the coming year.

Tags: ancillary products, Cash for Clunkers program, F&I sales, GAP, Prizm Group, Protective, Reinsurance, service contracts

July 2009 - Feature

Bridging the Finance Gap

By Gregory Arroyo

Service Payment Plan has definitely been busy these days. Listen to what the company’s founder says about the current market, and how his company can help.

Tags: credit, parts and service, service contracts

January 2009 - Cover Story

Reinsurance’s Resurrection

By Kelli Wood

Ask Bob Cockerham about his reinsurance program and he's quick to say it was his dealership's one glimmer of hope.

Tags: FEDERAL REGULATION, IRS, Reinsurance, service contracts, tax and title fees

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