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By Rick McCormick

The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.

Tags: F&I process, F&I sales, F&I training, objection handling, overcoming objections

By Joe Porter

F&I pros who don’t include a completed Accept/Decline form in every deal jacket are not only failing to capitalize on a proven sales tool, they’re putting their dealerships at risk.

Tags: accept/decline form, F&I manager, F&I menu, F&I process, F&I products, F&I sales

By Justin Gasman

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

Tags: auto finance, compliance, F&I manager, F&I process, F&I sales, sales, YouTube

By Lloyd Trushel

With 78% of Americans living paycheck to paycheck, F&I insider says it’s time for F&I producers to change their approach.

Tags: auto affordability, auto finance, compliance, F&I manager, F&I process, home values

By Cheryl Miller

Dealer software expert makes the case for following your customers online and adopting a fully digital transaction.

Tags: auto finance, Dealertrack, digital retailing, F&I manager, F&I process, online F&I, software, technology

By Rick McCormick

The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.

Tags: Customer Interview, F&I manager, F&I process, F&I training, needs-discovery, Rick McCormick

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

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

By Gil Van Over

The magazine’s resident compliance pro says Red Flags tools aren’t foolproof. He offers four tips for vetting suspicious buyers who seem to have all the right answers.

Tags: auto finance, compliance, F&I process, identity theft, Red Flags Rule

By Lloyd Trushel

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

By Gil Van Over

An electronic menu can do more than drive the F&I process. Compliance expert offers standards and practices you can use to unlock an emenu’s true potential.

Tags: compliance, desking, digital retailing, F&I manager, F&I process, online F&I

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

By Rick McCormick

F&I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance.

Tags: F&I manager, F&I process, F&I products, F&I training, Rick McCormick

By Demetrios Lahiri

Operations expert offers a two-step fix for solving cash-flow issues related to contracts in transit. It includes process and technology recommendations, as well as penalties for violations.

Tags: Contracts in Transit, dealer, F&I director, F&I process, general agents, management

By Gregory Arroyo

Things haven’t gone according to script in the used-vehicle market, but GWC Warranty’s Mike Melby believes the profit potential in the high-mileage, pre-owned space remains.

Tags: F&I manager, F&I process, F&I products, GWC Warranty Corporation, high mileage, pre-owned, Used-Vehicle Service Contracts

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

By Gil Van Over

When it comes to out-of-state deliveries, the magazine’s resident compliance guru says proceed with caution. He lays out a simple process for guarding your dealership against ID thieves.

Tags: compliance, digital retailing, F&I process, online F&I, Red Flags Rule, Remote Deliveries

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

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

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

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

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

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

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

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

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

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

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

By Tony Dupaquier

F&I trainer says F&I pros shouldn’t fear the interest dealers are showing in combining the roles of sales and F&I. From his experience, the F&I manager remains a critical component of such a process.

Tags: AFSA Vehicle Finance Conference, F&I process, hybrid manager, sales department, Tony Dupaquier

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

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

By Don Geroni

A five-minute interview can go a long way toward putting customers at ease, and it may even lead to a nice boost in F&I profit per vehicle retailed. F&I trainer breaks down the process.

Tags: Customer Interview, Customer Service, F&I department, F&I process, training

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