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April 2016, F&I and Showroom - Feature

Lessons From the Indestructible Cockroach

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

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So Here's the Deal

Ronald J. Reahard
(Video) Have a Real Conversation

By Ronald J. Reahard
There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Combating CUs

By Ronald J. Reahard
Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.

Trading Rate for Product

By Ronald J. Reahard

(Video) Discussing the Risk-Based Pricing Rule

By Ronald J. Reahard

Done Deal

Gregory Arroyo
See You in Big D

By Gregory Arroyo
The editor offers a breakdown of Industry Summit 2017, which will feature F&I Think Tank, the Special Finance Conference, Compliance Summit, and The Best Training Day Ever.

Don’t Tune Out

By Gregory Arroyo
The editor takes you inside a conference that had digital retailing makers wooing auto finance execs.

Generationally Speaking

By Gregory Arroyo

Credit Crisis or Market Rationalization?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Doing Our Part

By Marv Eleazer
After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

There’s No ‘I’ in Team

By Marv Eleazer
His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

What’s the Rush?

By Marv Eleazer

Debating the Chargeback

By Marv Eleazer

On the Point

Jim Ziegler
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
The Alpha Dawg predicts that the latest round of technology disrupters will deliver more missed opportunities than closed deals.

Is Your Quick Lube Driving Away Business?

By Jim Ziegler

Who Shot the Dealer?

By Jim Ziegler