The Industry's Leading Source For F&I, Sales And Technology

Article

TAG SEARCH RESULT: F&I menus

December 2015, F&I and Showroom - Feature

The Emotional Side of Selling

Rick McCormick was one of the featured trainers at Industry Summit 2015, held at the Paris Las Vegas this past September. He presented "Growing F&I From the Inside Out." 

By Rick McCormick

Top trainer reminds F&I pros to occasionally set aside the logical flow of product presentations and let emotions take over.

Tags: Creative Selling, F&I menus, F&I training

October 2015, F&I and Showroom - Cover Story

Vroom Service

Vroom, which has raised $73 million in total equity funding since its founding in 2013 by former AutoNation execs Marshall Chesrown and Kevin Westfall, expects to generate $300 million in revenue this year.

By Gregory Arroyo

Vroom is one of a handful of firms attempting to prove that cars and F&I products can be sold online, with one major difference: The company was founded by former AutoNation executives.

Tags: AutoNation, F&I menus, F&I products, Online Buying

August 2015, F&I and Showroom - Feature

Creative License

By Rick McCormick

The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.

Tags: F&I manager, F&I menus, F&I training, Rick McCormick, Word Tracks

May 2015, F&I and Showroom - Feature

Try Before You Buy

By George Angus

The father of the F&I menu is back, and he has a message for companies claiming to have developed the next big thing for F&I.

Tags: F&I manager, F&I menus, F&I products, technology, training

January 2015, F&I and Showroom - Feature

Changing the F&I Experience

By Gregory Arroyo

Larry Dorfman founded APCO/EasyCare on the premise that car buyers are his true customers. Now he and his team are riding shotgun on Sonic Automotive’s drive toward a new customer experience.

Tags: Consumer Financial Protection Bureau, EasyCare, F&I menus, hybrid manager, Internet Shopper, Larry Dorfman, Sonic Automotive

December 2014, F&I and Showroom - Feature

Measuring F&I Performance

By George Angus

The Father of the F&I menu breaks down how he measures F&I success. He also explains how his methodology can help reduce charge-backs and cancellations.

Tags: F&I menus, F&I performance, George Angus

November 2014, F&I and Showroom - Feature

What’s on the Menu?

By Brittany-Marie Swanson

The Mad Marv-moderated compliance panel at Industry Summit 2014 addressed supposed menu-governing regulations, the hybrid manager, tablet menus and the CFPB.

Tags: AFIP, compliance, Damon Wiener, David Robertson, F&I menus, Hudson Cook LLP, Industry Summit, James Ganther, Mad Marv, Matt Nowicki, mobile menu, Mosaic, Tom Hudson

June 2014, F&I and Showroom - Cover Story

Feeling the Boom

By Paul Chavez

The oil boom in North Dakota has fueled record sales for Kupper Chevrolet. And thanks to a few minor tweaks, the store’s F&I department has adapted nicely to its cash-flush clientele.

Tags: F&I manager, F&I menus, F&I products, GAP, paint and fabric, Vehicle Sales, vehicle service contracts, windshield protection

December 2013, F&I and Showroom - Feature

Provide, Preserve, Protect

By Gerry Gould

Top trainer says the issues dividing most sales and F&I departments could be solved if compliance wasn't an F&I-only concern.

Tags: compliance, Disclosures, F&I menus, F&I sales, Gerry Gould

November 2013, F&I and Showroom - Feature

Driving Tech Into F&I

By Brittany-Marie Swanson

Executives from five technology companies say it will take the efforts of those on the front lines to get the F&I office up to speed.

Tags: Dealertrack, electronic signatures, eMenu, F&I menus, IAS, Industry Summit, Jim Maxim, Jr., Marv Eleazer, Matt Nowicki, MaximTrak, The Impact Group, Tom Wilson

May 2013, F&I and Showroom - Feature

The Perfect Blend

By George Angus

The ‘Father of the F&I Menu’ offers his thoughts on how many and what type of products should be on your store’s menu.

Tags: F&I menus, F&I products, GAP

April 2012, F&I and Showroom - Feature

No Pipe Dreams Here

Matt Nowicki.

By Matt Nowiciki

The head of IAS’s retail software division responds to Marv’s column last month, and offers his perspective on the iPad and mobile tools.

Tags: F&I menus, Innovative Aftermarket Systems, SmartMenu, SmartPad

February 2012, F&I and Showroom - Cover Story

Head of the Class

Hoy Fox Toyota Finance Director Victor Martin Del Campo poses with Dealer Principal Steve Fox and Finance Managers Ozzy Herrera, Larry Salcedo, Julio Cervantes (Hoy Fox Lexus) and Matthew McCoey.

By Jennifer Washington

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

Tags: F&I department, F&I manager, F&I menus, F&I Presentation, F&I process, F&I products, F&I sales, Finance, GSFSGroup, Gulf States Toyota

January 2012, F&I and Showroom - Feature

Tracking F&I Performance

By Gregory Arroyo

The magazine’s reader survey reveals that average profit per new vehicle retailed still hovers around $800, and that F&I managers are averaging approximately two products per deal.

Tags: acceptance rate, captive finance, e-contracting, F&I menu, F&I menus, F&I performance, F&I profit, interest rates, product penetration, profit

June 2011, F&I and Showroom - Feature

Make the Most From the Leased

By Tom Wilson

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

Tags: F&I Dealer of the Year, F&I menus, leasing, Sales Tactics

May 2011, F&I and Showroom - Feature

Solving the eBusiness Puzzle

By Matt Nowicki

The eBusiness model has yet to take F&I offices by storm, primarily because dealers don’t see the profit potential. Technology insider offers five reasons they need to join the revolution.

Tags: business tools, dealership management system, e-contracting, F&I menus, Internet, Internet Leads, internet sales, Internet Shopper

March 2011, F&I and Showroom - Feature

Pulling Out All the Props

By Gerry Gould

The right prop can be the perfect objection killer, but choose your tools wisely.

Tags: F&I menus, F&I Presentation, F&I products, Sales Tactics

February 2011, F&I and Showroom - Feature

Product Placement

IAS offers its software free of charge to dealers who sell its products. Here's a look at SmartMenu Complete's e-rating (top) and deal entry screens (bottom).

By Gregory Arroyo

Should the base payment be displayed on the menu? Officials with IAS offer their take on that hot-button question and more.

Tags: F&I menus, F&I products

November 2010, F&I and Showroom - Cover Story

The Great Debate

Panelists during the “Building Value in Today’s F&I Presentations” field questions from the audience. The hour-long discussion did feature some debate as to what makes for the ideal menu, but panelists focused more on connectivity and selling features rather than menu design.

By Tariq Kamal

From DMS integration to Excel spreadsheets, our panel debated the key elements of an effective menu presentation and how it can drive profits.

Tags: F&I Conference & Expo, F&I menus

June 2010, F&I and Showroom - Feature

The Menu Battle

By Gregory Arroyo

Ristken Software Service’s top executive sits down with the magazine to talk about an aspect of the menu business that hasn’t received much fanfare.

Tags: e-contracting, F&I menus, software

March 2010, F&I and Showroom - Cover Story

Pink-Slip Protection: What’s the Holdup?

By Gary Fagg

An insider provides some insight on what’s preventing job-loss protection from becoming a regular item on F&I menus. He says the industry could see some positive things with the product this year.

Tags: F&I menus, Hyundai, job-loss protection, pink-slip protection, WALKAWAY USA

February 2010, F&I and Showroom - Feature

Upgrading to F&I 4G

By Ronald J. Reahard

In the ‘70s, it was the assumptive close. In the ‘80s, it was step-selling. The ‘90s brought along the F&I Menu. Expert shows you how F&I’s newest upgrade can take sales and profits from ‘woe’ to ‘WOW.’

Tags: assumptive close, F&I department, F&I menus, F&I process, F&I professional, step-selling

December 2009, F&I and Showroom - Feature

Boost Your Bottom Line

Ohio dealer Bryan Kasper offers theft, environmental protection and combo appearance protection products at his dealerships.

By Justina Ly

Windshield cracks, tire blowouts and door dings are common occurrences for vehicle owners, but do they translate into a market for today’s new wave of F&I products? Dealers say they do.

Tags: ancillary products, Appearance Protection, Dealertrack, dent-and-ding, F&I menus, F&I products, Finance, GAP, Innovative Aftermarket Systems, key replacement, National Automotive Experts, Safe-Guard, Tire and Wheel

September 2009, F&I and Showroom - Feature

A Dealer’s Guide to Compliant Paperwork

By Joe Bartolone

As most dealers know, paperwork can be a friend and foe. Compliance expert provides his guide for correcting 10 of the most common paperwork errors.

Tags: book-out sheets, compliance, Credit Applications, credit reports, Dealer's Guide to Compliant Paperwork, driver's licenses, F&I menus, forms programming, OFAC checks, rebate forms, sales department, used vehicles

July 2009, F&I and Showroom - Feature

The Psychology of F&I

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

July 2005, F&I and Showroom - Feature

Exploding the 8 Myths of F&I

By Ron Martin

Some of the long-held principles of selling F&I products no longer apply, but F&I managers may still believe these are effective techniques.

Tags: credit insurance, F&I menus, GAP, payment packing, Regulation Z

September 2004, F&I and Showroom - Feature

Part 6: Close the Deal With a Menu

By Jan Kelly

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

July 2003, F&I and Showroom - Feature

How to Use the Option Close

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

« Previous1Next »

Blog

So Here's the Deal

Ronald J. Reahard
Sold But Not Closed

By Ronald J. Reahard
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard
Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

It's OK to Be Nervous

By Ronald J. Reahard

(Video) Have a Real Conversation

By Ronald J. Reahard

Done Deal

Gregory Arroyo
What's Really Behind the Subprime Pullback?

By Gregory Arroyo
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo
The editor provides an up-close look at the topics he hopes to cover during his Industry Summit 2017 panel session. He’d also like to hear your take on these hot-button issues.

Connecting the Dots

By Gregory Arroyo

See You in Big D

By Gregory Arroyo

Mad Marv

Marv Eleazer
The Little Things

By Marv Eleazer
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer
Reflecting on the returns of a well-trained service technician, His Madness has a message for dealers who think F&I training isn’t worth the investment.

6 Ways to Deliver Exceptional Service

By Marv Eleazer

Doing Our Part

By Marv Eleazer

On the Point

Jim Ziegler
Sharpen Your Survival Skills

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.

Sales Rock Stars Still Exist

By Jim Ziegler
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler