December 2017, F&I and Showroom - Feature
By Dwayne Wiggins
F&I trainer says F&I offices can learn a lot from the current ‘promposal’ craze. He offers a three-step process for converting your one-size-fits-all presentation into a personalized, needs-based proposal.
Tags: F&I menu, F&I Presentation, F&I process, F&I products
November 2017, F&I and Showroom - Cover Story
By Gregory Arroyo
When F&I Dealer of the Year Mike Dunnahoo arrived in Abilene, Texas, 18 years ago, he didn’t just take over a dealership, he adopted a community.
Tags: Awards, DOY Winners, EFG Companies, F&I process, GAP, Jeff Zinsser, Mike Dunnahoo, Star Dodge Chrysler Jeep Ram/Hyundai, theft protection, vehicle service contracts
September 2017, F&I and Showroom - Feature
By Dwayne Wiggins
Trainer believes in the power of persuasion but wants F&I pros to back it with effective training, sincere needs-discovery, and a personalized approach.
Tags: F&I close, F&I process, F&I training, sales training
May 2017, F&I and Showroom - Feature
By Gil Van Over
Falsifying any of the five key credit determinants on a credit application generates a long list of potential victims inside and outside the dealership.
Tags: auto finance, compliance, Credit Applications, F&I process
March 2017, F&I and Showroom - Feature
By John Vecchioni
F&I trainer explains why handling statements like objections can put customers on the defensive and cost you the opportunity to illustrate the benefits of protection products.
Tags: F&I manager, F&I process, F&I products, objection handling
September 2016, F&I and Showroom - Feature
By Tariq Kamal
This past May, top producers and thought leaders took part in a no-holds-barred debate over how the industry must change to meet the needs and expectations of today’s car buyers.
Tags: compliance, Ethical F&I Managers, F&I process
August 2016, F&I and Showroom - Cover Story
By Eric Gandarilla
Bernie Moreno’s Ohio dealer group is proving that a little tech and a lot of F&I process know-how do mix. So far, the combo has delivered satisfied customers and a 36% increase in the group’s per-copy average.
Tags: F&I, F&I process, F&I training, technology
April 2016, F&I and Showroom - Feature
By Dave Robertson
AFIP chief finds clues to the survival of the F&I department in the hardier qualities of a common and durable pest.
Tags: F&I, F&I process, Millennials, Sales Process
August 2015, F&I and Showroom - WebXclusive
By Brittany-Marie Swanson
Joe St. John may be the newest F&I trainer at Industry Summit, but he has a long history in the car business and some strong opinions about the future of the F&I office.
Tags: F&I process, F&I products, F&I trainer, IAS, Industry Summit
June 2015, F&I and Showroom - Feature
By Gerry Gould
Making customers wait can doom the F&I process before it begins. The magazine’s resident F&I trainer details a time-saving process designed to put customers in a buying mood.
Tags: F&I manager, F&I Presentation, F&I process, Gerry Gould
December 2014, F&I and Showroom - Feature
By Rick McCormick
The end of the year means it’s time to take inventory. F&I trainer lists four things you need to do to ensure you’re ready to maximize every opportunity in the year ahead.
Tags: F&I process, Rick McCormick, training
December 2014, F&I and Showroom - Cover Story
By Paul Chavez
Faulkner-Ciocca Ford is achieving big numbers in its small Pennsylvania borough. The secret to the store’s success is an approach that has torn down the walls between sales and F&I.
Tags: F&I manager, F&I process, training
October 2014, F&I and Showroom - Feature
By Rick McCormick
Like a relay race, winning the F&I profit race comes down to a perfect customer handoff from sales and a strict adherence to the process. F&I trainer offers a few process tips to ensure the baton doesn't get dropped.
Tags: F&I managers, F&I process, finance and insurance, Sales Tactics
April 2014, F&I and Showroom - Feature
By David Robertson
The magazine’s compliance expert says talent will only get you so far. To rise above the rest, he says one needs to become a student of the F&I game.
Tags: AFIP, David Robertson, F&I process, F&I training
January 2014, F&I and Showroom - Feature
By Jim Maxim
Software expert makes a case for making the switch from paper to emenu, and he’s got stats to back it up.
Tags: eMenu, F&I process, F&I products
January 2014, F&I and Showroom - Feature
By Ronald J. Reahard
After sitting through a few less-than stellar F&I performances, the magazine’s resident F&I pro recalls advice his father once gave him. It was a recommendation every F&I department should take to heart.
Tags: F&I manager, F&I process, F&I products, F&I training, Reahard & Associates
July 2013, F&I and Showroom - Cover Story
By Justina Ly
Two dealers in New York and Texas say they weren’t trying to make a statement when they switched to a combined sales-and-F&I process; they just wanted to do right by their customers.
Tags: F&I process, Vehicle Sales
February 2012, F&I and Showroom - Cover Story
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
August 2009, F&I and Showroom - Feature
By George Angus
F&I veteran gives 10 reasons why you should set aside the old ways of doing business and embrace the new reality facing the industry.
Tags: 10 F&I Landmines, credit unions, F&I process
July 2009, F&I and Showroom - Feature
By Ronald J. Reahard
The current market environment will definitely separate the survivors from the victims. F&I expert provides a road map for doing more than just weathering today’s economic storm.
Tags: Credit, Credit Bureaus, F&I process, F&I profit, FICO
March 2008, F&I and Showroom - Feature
By George Angus
With dealers facing changing customer expectations, increasing demands from the factories and customer resistance to the sales process, eliminating the F&I department might seem like a good idea. Dealership consultant breaks down what life would be like without the F&I department, and the results aren’t pretty.
Tags: acceptance rate, Customer Service, F&I department, F&I process, F&I products, sales department, training
September 2004, F&I and Showroom - Feature
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 2004, F&I and Showroom - Feature
By Ron Martin
To stay at the top of your game in this ever-changing industry, redefine the way you do F&I.
Tags: F&I manager, F&I process, software, training
February 2004, F&I and Showroom - Feature
By Jan Kelly
In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.
Tags: F&I process, F&I products, Tips for Success, training