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May 2018, F&I and Showroom - Feature

To Interview or Not to Interview: That Is the Question

By Dwayne Wiggins

Trainer shares six proven methods for preserving the F&I interview without needlessly annoying your customers.

Tags: Customer Interview, F&I manager, F&I products, F&I sales, F&I training

May 2018, F&I and Showroom - Feature

One Giant Leap for F&I

©gettyimages.com/bubaone

By Rick McCormick

Top trainer says it’s time for F&I professionals — particularly the vets — to let go of the past and embrace the changes facing automotive finance and protection products.

Tags: F&I Presentation, F&I products, F&I sales, F&I training, Reahard & Associates, Rick McCormick

May 2017, F&I and Showroom - Cover Story

The Power of Momentum

©iStockphoto.com/olm26250 

By Rick McCormick

F&I trainer says meeting the demand for daily improvement requires F&I professionals to create and capitalize on their own momentum. He lists 10 momentum-building books every F&I manager must read.

Tags: F&I sales, F&I training, sales, Showroom

May 2014, F&I and Showroom - Feature

Thievery Loves Company

By David Robertson

The magazine’s compliance expert delves into the motivations of wrongdoers and offers a reminder that no crime is insignificant.

Tags: compliance, F&I sales, fraud

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

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

February 2010, F&I and Showroom - WebXclusive

Protective Talks Credit, F&I Products and GAP’s Improved Stance

By Gregory Arroyo

The magazine goes one-on-one with Brent Griggs, president of Protective’s Asset Protection Division, to discuss a host of topics ― from the F&I product sales and the credit market, to the company’s recent purchase of Prizm. Find out why the company is feeling positive about the coming year.

Tags: ancillary products, Cash for Clunkers program, F&I sales, GAP, Prizm Group, Protective, reinsurance, Service Contracts

November 2009, F&I and Showroom - Feature

5 Focus Factors of F&I

By Ron Martin

It's definitely easy to get wrapped up in all of the negatives these days. F&I trainer provides a head-clearing lesson and reveals the five factors every F&I manager should be focused on.

Tags: CSI, F&I income, F&I sales

December 2005, F&I and Showroom - Feature

Creating the Ultimate F&I Pay Plan

By Ronald J. Reahard

F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.

Tags: charge-backs, CSI, F&I manager, F&I sales, incentives, Payment Plan, product penetration

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Blog

So Here's the Deal

Ronald J. Reahard
Menus Don’t Work Miracles

By Ronald J. Reahard
A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

Avoiding the AAA Objection

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.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Car Buyers Need F&I

By Gregory Arroyo
Current market trends are playing right into the F&I product pitch, but they also reveal trouble ahead for the automotive retail industry at large.

Protecting F&I’s Future

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.

Game Almost Over

By Gregory Arroyo

The Repair Is Covered

By Gregory Arroyo

Mad Marv

Marv Eleazer
'We Never Buy This Stuff'

By Marv Eleazer
Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

Stop Painting Dealers With a Broad Brush

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.

I Love F&I. How About You?

By Marv Eleazer

Is That Legal?

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

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

The New Stooges

By Jim Ziegler