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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

March 2016, F&I and Showroom - Feature

5 Things Top Dealers Do Differently

The team at the Jacksonville, Fla.-based Nimnicht Chevrolet earned General Motor's 2014 Dealer of the Year Award. 

By Tom McQueen

Expert lists five prime directives for dealers who want to take their production, company culture and customer service to the next level.

Tags: NADA Convention and Expo, Sales Tactics, Tips for Success

March 2016, F&I and Showroom - Feature

Better Selling Through Disclosure

Photo courtesy of iStock. 

By George Angus

F&I expert has a method for turning one of the most awkward parts of the F&I process into a moneymaker.

Tags: F&I menu, Full Disclosure, NADA Convention and Expo, Sales Tactics

October 2014, F&I and Showroom - Feature

The Perfect Handoff

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

November 2013, F&I and Showroom - Feature

Close of Negotiations

By David Robertson

Compliance expert believes that the current regulatory climate could spell the end of the negotiated car purchase and the deal structure that goes with it.

Tags: car prices, Customer Service, Negotiation, Sales Tactics

June 2011, F&I and Showroom - Feature

Make the Most From the Leased

By Tom Wilson

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

Tags: F&I Dealer of the Year, F&I menus, leasing, Sales Tactics

March 2011, F&I and Showroom - Feature

Pulling Out All the Props

By Gerry Gould

The right prop can be the perfect objection killer, but choose your tools wisely.

Tags: F&I menus, F&I Presentation, F&I products, Sales Tactics

February 2011, F&I and Showroom - Feature

F&I's 10 Commandments

By Rick McCormick

Starting out in F&I is never easy, but the magazine’s resident expert lays out a game plan to get F&I ‘newbies’ off on the right foot.

Tags: Customer Service, F&I products, objection handling, Sales Tactics, Tips for Success

May 2010, F&I and Showroom - Feature

5 Roadblocks to F&I Success

By Rick McCormick

It’s still the one department where profits are made, but the F&I office can’t do it alone. Veteran trainer breaks through F&I’s five biggest roadblocks.

Tags: business management, business tools, F&I manager, F&I products, lender strategies, Payment Plan, Sales Tactics

May 2005, F&I and Showroom - Feature

Part 10: Follow Up on Missed Sales

By Jan Kelly

Just because customers decline a product or service at the time of purchase doesn't mean they won't reconsider if asked again.

Tags: Dealertrack, Lender, Sales Tactics, Tips for Success

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So Here's the Deal

Ronald J. Reahard
(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard
Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never forget.

[Video] Selling to Short-Term Owners

By Ronald J. Reahard

(Video) Selling High-Mileage VSC Plans

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Who Will Take Up the CFPB's Torch?

By Gregory Arroyo
The CFPB’s acting director tells state regulators there will no longer be ‘regulation by enforcement,” but the editor believes there’s a long list of regulators waiting to take up the torch.

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo
Thanks could be in order when the industry gets together for NADA 2018, as the editor hears that a resolution to the Military Lending Act controversy isn’t far off.

Resolution Needed

By Gregory Arroyo

Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo

Mad Marv

Marv Eleazer
Proper Deal Structure Moves Mountains

By Marv Eleazer
His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Show Us Some Love

By Marv Eleazer
His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

Chargeback Prevention

By Marv Eleazer

Your F&I Backup Plan

By Marv Eleazer

On the Point

Jim Ziegler
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
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

Is Your Quick Lube Driving Away Business?

By Jim Ziegler