April 2018, F&I and Showroom - Feature
By Lloyd Trushel
Are you still rolling out the old NASCAR close? F&I insider says F&I offices need to get with the times and ditch those ‘Buy it now or bad things will happen’ pitches.
Tags: Customer Experience, Customer Loyalty, Customer Service, F&I Menu Presentation, F&I Presentation, F&I technology, F&I training
October 2017, F&I and Showroom - Feature
Finance teams of the future will be staffed with professionals whose goals align with those of the dealer and whose jobs are supported — not replaced — by new and emerging technology.
Tags: Customer Experience, digital retailing, F&I manager, F&I process, F&I products, online F&I
By John Vecchioni
Top trainer lists four ways to build an interdepartmental culture that rewards customers while maximizing the opportunity for F&I product sales.
Tags: Customer Experience, F&I office, F&I process, F&I products, showroom
June 2017, F&I and Showroom - Feature
By Tom McQueen
Focusing on CSI scores leads to missed opportunities to attract new customers and guarantee their loyalty.
Tags: Customer Experience, sales, showroom
June 2016, F&I and Showroom - Feature
By Rick McCormick
Are your penetrations stuck in neutral? Top trainer explains how adopting the F&I master’s mindset creates more enjoyable — and productive — presentations.
Tags: Credit Scores, Customer Experience, F&I, training
March 2016, F&I and Showroom - Feature
By Vince Demare
F&I expert lists six moves F&I pros can make to improve the customer experience and increase production.
Tags: Customer Experience, econtracting, F&I menu, F&I process, NADA Convention and Expo
November 2015, F&I and Showroom - Feature
By Chris Meacham
An Ohio-based general agent believes the F&I industry is ignoring a paradigm shift and a chance to deliver what consumers really want: a better experience.
Tags: Customer Experience, Customer Interview, Customer Service, F&I products, mobile menu
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By Ronald J. Reahard Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.
By Ronald J. Reahard In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.
By Ronald J. Reahard
By Gregory Arroyo The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.
By Gregory Arroyo With the CFPB’s controversial guidance officially repealed, the editor delves into what the bureau was really after in its targeting of dealer participation.
By Gregory Arroyo
By Marv Eleazer His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.
By Marv Eleazer His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.
By Marv Eleazer
By Jim Ziegler Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.
By Jim Ziegler ‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.
By Jim Ziegler
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