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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

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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

April 2018, F&I and Showroom - Feature

The ’90s Called: They Want Their Presentations Back

Photo via Getty Images. 

By Lloyd Trushel

Are you still rolling out the old NASCAR close? F&I insider says F&I offices need to get with the times and ditch those ‘Buy it now or bad things will happen’ pitches.

Tags: Customer Experience, Customer Loyalty, Customer Service, F&I Menu Presentation, F&I Presentation, F&I technology, F&I training

March 2018, F&I and Showroom - Feature

7 Reasons to Embrace Mobile F&I

By Alan Campbell

Car buyers no longer rely on the dealership as their sole source of information about F&I products. Trainer offers seven reasons forward-thinking dealers are meeting customers in the mobile marketplace.

Tags: digital retailing, F&I manager, F&I menu, F&I training, online F&I, showroom, tablet menu, technology

March 2018, F&I and Showroom - Feature

Finding Greatness in the Box

By Lloyd Trushel

F&I professionals who stop swinging for the fences and focus on base hits stand to gain the confidence of their customers and the per-copy average that comes with it.

Tags: auto finance, F&I manager, F&I menu, F&I production, F&I products, F&I training

January 2018, F&I and Showroom - Feature

Ask the Power Questions

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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

November 2017, F&I and Showroom - Feature

F&I Pacesetters: Gerald Jones Auto Group

By Gregory Arroyo

Meet the two operations that were also in the running for the American Financial & Automotive Services Inc.-sponsored F&I Dealer of the Year.

Tags: American Financial & Automotive Services, Andy Jones, Arden Hetland, compliance, F&I department, F&I products, F&I training, Gerald Jones Auto Group

September 2017, F&I and Showroom - Feature

Redefining the ABCs of Sales

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

August 2017, F&I and Showroom - Feature

Navigating the Finance Triangle

Getty Images

By Dale Patten

Success or failure in F&I usually comes down to one thing. Development specialist explains what that is and how it can keep your dealership out of the dreaded finance triangle.

Tags: dealers, F&I training, Finance, Finance Manager, Sales Tactics

July 2017, F&I and Showroom - Feature

5 Questions F&I Pros Must Answer Monthly

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

June 2017, F&I and Showroom - Feature

Beyond the Résumé

By Shaka Dyson

F&I trainer explains why building and refining a professional skillset is more important than building a solid résumé.

Tags: F&I manager, F&I training, Hiring, hiring manager, showroom

June 2017, F&I and Showroom - Feature

When Did ‘Cash’ Become a Four-Letter Word?

By Dwayne Wiggins

F&I trainer shares five proven methods for turning cash customers into F&I product buyers.

Tags: Cash Conversion, F&I manager, F&I menu, F&I products, F&I training

May 2017, F&I and Showroom - Feature

The Silent Seminar

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By Justin Gasman

F&I director advises dealership professionals to attack your work with a positive attitude and pledge to improve the workdays of those around you.

Tags: F&I director, F&I products, F&I training, sales, workplace

May 2017, F&I and Showroom - Cover Story

The Power of Momentum

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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

February 2017, F&I and Showroom - Feature

One-Chance Training

By Rick McCormick

Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.

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

November 2016, F&I and Showroom - Feature

Product Providers Talk F&I Production, What's Driving It, and How Digital May Impact It

Moderated by F&I and Showroom’s Gregory Arroyo, Industry Summit’s ‘From the Boardroom” panel featured Tim Blochowiak of Protective Asset Protection, Greg Oltman of Dent Zone, David Pryor of Safe-Guard Products International, and Matt Trudeau of Dent Wizard. They put the national per-copy average between $1,150 and $1,200, offered their target penetration rates, discussed the popularity of product bundles, and addressed the online F&I push.

By Eric Gandarilla

From what is an acceptable per-copy average to how their companies aim to address the digital divide, four F&I product provider reps offer their take on a host of top-of-mind topics.

Tags: F&I, F&I training, Industry Summit, online F&I, technology

October 2016, F&I and Showroom - Feature

5 Steps to Taking F&I Online

By Rick McCormick

F&I trainer makes the case for digital F&I. He offers a five-step process for adding information about products, pricing, and your finance team to your dealership’s website.

Tags: Dealer Websites, F&I training, online F&I

August 2016, F&I and Showroom - Cover Story

Selling Outside the Box

Posing with two members of his F&I team, Ian Vandenbark was named corporate F&I director of Ohio’s Bernie Moreno Companies this past February. In June, the nearly 20-year industry veteran had the group’s F&I operations averaging $1,222 per copy, up from $897 in January. He did so behind a tablet-driven F&I process that has business managers presenting their menu at the sales desk. 

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

January 2016, F&I and Showroom - Feature

Credibility Does Sell

Gerry Gould was one of the featured trainers at Industry Summit 2015, held at the Paris Las Vegas this past September. Along with fellow UDS trainer Fernando Romani, Gould presented “Actions Speak Louder Than Words.”

By Gerry Gould

Top trainer says rapport moves the metal, but credibility moves the paper. He lists five ways F&I managers can build product-moving credibility.

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

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

November 2015, F&I and Showroom - Feature

5 Ingredients for F&I Success

By Gerry Gould

The definition of F&I success may vary, but sustained production depends on industry and product knowledge, commitment, preparation and self-discipline.

Tags: F&I managers, F&I training, Gerry Gould

October 2015, F&I and Showroom - Feature

7 Compliance Myths Debunked

By Jim Radogna

The magazine’s compliance expert tackles some pervasive regulatory myths surrounding the F&I office.

Tags: compliance, credit reports, F&I training

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

June 2015, F&I and Showroom - Feature

F&I’s New Mantra

By Rick McCormick

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

Tags: Customer Service, F&I manager, F&I training, Rick McCormick

June 2014, F&I and Showroom - Feature

F&I Comes of Age

By David Robertson

The AFIP’s executive director discusses the rationale and timing behind the establishment of professional designations for individuals working in and supporting the in-dealership financial services industry.

Tags: AFIP, certification, F&I training

April 2014, F&I and Showroom - Feature

Mastering F&I

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

April 2014, F&I and Showroom - Feature

Reaching the Peak

By Rick McCormick

F&I insider says producers can only reach a level of production and success that they persistently and actively pursue. So to reach your peak, you need to set your sights higher, and you need to develop the following five traits.

Tags: F&I Presentation, F&I training, objection handling

January 2014, F&I and Showroom - Feature

Delivering on F&I’s Promise

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

November 2013, F&I and Showroom - Cover Story

F&I a Team Effort at Serpentini Chevrolet

Under the leadership of Nate Gault, the F&I team at Serpentini Chevrolet of Strongsville is averaging 2.5 products per deal on 300 to 350 units sold per month. The store’s charge-back rate sits below 7 percent.

By Paul Chavez

Strong numbers, a happy, productive staff and investments in the community propelled Serpentini Chevrolet of Strongsville (Ohio) to F&I Dealer of the Year honors.

Tags: CSI, Dealership, DOY Winners, F&I Dealer of the Year, F&I products, F&I training, Vehicle Sales

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Blog

So Here's the Deal

Ronald J. Reahard
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
In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Addressing F&I’s Internet Problem

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
With the CFPB’s controversial guidance officially repealed, the editor delves into what the bureau was really after in its targeting of dealer participation.

The Repair Is Covered

By Gregory Arroyo

Change Is Happening

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

Is That Legal?

By Marv Eleazer

Overcome Your F&I Weaknesses

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