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October 2017, F&I and Showroom - Feature

There is Power in Alliances

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

July 2017, F&I and Showroom - WebXclusive

FIDOY Nomination Period Extended to July 21

By Editorial Staff

The magazine has extended the nomination period for its 2017 F&I Dealer of the Year contest to July 21. Dealership employees, general agents, vendors, finance sources, and F&I product providers are encouraged to nominate their stores and dealer clients.

Tags: American Financial & Automotive Services, DOY Pacesetters, DOY Winners, F&I office

April 2015, F&I and Showroom - Feature

Conquering the Curveball

By Rick McCormick

Practicing and studying the pitcher are the keys to hitting baseball’s most unhittable pitch. F&I trainer says the same applies in the F&I office, which has faced quite a few curveballs of late.

Tags: F&I office, training

September 2014, F&I and Showroom - Feature

Reverse the Turnover Curse

By Paul Herr

Dave Kreuser has stemmed the tide of turnovers at Zimbrick Acura by making employees, rather than customers, his top priority.

Tags: CSI score, Customer Service, employee retention, F&I office

May 2014, F&I and Showroom - Feature

No Customer, No Sale

By George Angus

F&I managers can’t sell to customers they don’t see. The father of the F&I menu provides an action plan for convincing management that every customer must visit the F&I office at the time of sale.

Tags: F&I office, F&I products, Finance, NADA

May 2012, F&I and Showroom - Feature

Keys to the Sale

By Gerry Gould

The cost to replace car keys is increasing as the technology embedded in them advances. The magazine’s F&I expert offers this primer for selling key replacement programs.

Tags: F&I manager, F&I menu, F&I office, Gerry Gould, key replacement

October 2011, F&I and Showroom - Feature

Reorganizing the Desk

By Ronald J. Reahard

The desk can be critical to a dealership’s success, but overstepping its boundaries can leave a store vulnerable. The magazine’s F&I pro draws a line in the sand.

Tags: desk managers, F&I department, F&I manager, F&I office

September 2007, F&I and Showroom - Feature

4 Ways to Change Perceptions

By Ron Reahard

The customer’s first impression of you is a tone setter for the entire transaction. So what warning signs are you putting up? This month we explore four ways to put your customer at ease.

Tags: F&I department, F&I office, F&I products

May 2004, F&I and Showroom - Feature

Lights, Camera, Disclosure!

By Joan Shim

Taping F&I managers in action has helped dealers bring in hundreds of dollars more per car -- and saved them tens of thousands in legal fees.

Tags: compliance, F&I office

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So Here's the Deal

Ronald J. Reahard
(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard
Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never forget.

[Video] Selling to Short-Term Owners

By Ronald J. Reahard

(Video) Selling High-Mileage VSC Plans

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Who Will Take Up the CFPB's Torch?

By Gregory Arroyo
The CFPB’s acting director tells state regulators there will no longer be ‘regulation by enforcement,” but the editor believes there’s a long list of regulators waiting to take up the torch.

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo
Thanks could be in order when the industry gets together for NADA 2018, as the editor hears that a resolution to the Military Lending Act controversy isn’t far off.

Resolution Needed

By Gregory Arroyo

Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo

Mad Marv

Marv Eleazer
Proper Deal Structure Moves Mountains

By Marv Eleazer
His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Show Us Some Love

By Marv Eleazer
His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

Chargeback Prevention

By Marv Eleazer

Your F&I Backup Plan

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