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October 2017, F&I and Showroom - Feature

Storytelling vs. Story Selling

By George Spatt

Veteran salesperson and trainer traces the roots of his success to his days as a door-to-door salesman.

Tags: sales, Sales Process, showroom

June 2017, F&I and Showroom - Feature

Your Customer Experience Sucks!

By Tom McQueen

Focusing on CSI scores leads to missed opportunities to attract new customers and guarantee their loyalty.

Tags: Customer Experience, sales, showroom

May 2017, F&I and Showroom - Feature

The Silent Seminar

©iStockphoto.com/nd3000 

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 - Feature

Playing With Fire

©iStockphoto.com/egdigital 

By Christian Scali and Monica Baumann

Two attorneys issue a warning about a new sales trick circulating through the industry. Their advice: If it’s too good to be true, it probably is.

Tags: compliance, Consumer Financial Protection Bureau, digital marketing, digital retailing, Eric Schneiderman, fraud, FTC Act, Internet Leads, NY Attorney General, payment packing, sales, UDAP

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

March 2017, F&I and Showroom - Feature

5 Habits of Highly Successful Sales Professionals

By Tom McQueen

Sales trainer reviews the five fundamentals that separate mediocre salespeople from the true professionals.

Tags: CSI, customer satisfaction, Customer Service, Road to the Sale, 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

August 2016, F&I and Showroom - Feature

2 Ways to Take a Break and Improve Your Sales Numbers in the Process

By Rick McCormick

F&I trainer says it’s time for a break. He explains how stepping outside and taking a breath of fresh air will lead to more product sales than you ever thought possible.

Tags: sales, sales training

February 2016, F&I and Showroom - Feature

Want vs. Need: A Lesson in Salesmanship

Courtesy of iStockPhoto.

By George Spatt

Industry veteran tells an entertaining tale of a conquest sale from 40 years ago to relay three key lessons about salesmanship and the art of listening.

Tags: Dodge, sales, Tips

February 2016, F&I and Showroom - Feature

Perfecting the F&I Turnover

Courtesy of iStockPhoto. 

By Anna Puzier

Expert says salespeople play a critical role in what happens in the F&I office. She lists four ways they can successfully pave the road to back-end sales.

Tags: Finance, Millenials, Profitability, sales

November 2015, F&I and Showroom - Feature

Solving the Pay Plan Dilemma

By George Angus

F&I professionals are outpacing the earnings of their colleagues in the sales department and even at the executive management level, and every attempt to relevel the playing field has its pros and cons.

Tags: F&I manager, Payment Plan, sales

August 2013, F&I and Showroom - Feature

Cashing In

By John H. Vecchioni

If converting cash customers to finance is your strategy for staying in the game, then keep reading. The F&I professor drops some knowledge on why cash can be king in the F&I office.

Tags: auto buyer, car buying, Customer Service, customers, sales

August 2013, F&I and Showroom - Cover Story

Mix ‘n’ Match

Finance Manager Trisha Winski has worked at Mercedes-Benz of Westwood for the past nine years.

By Brittany-Marie Swanson

Trisha Winski of Mercedes-Benz of Westwood, Mass., and Grant Wilson of Huffines Kia in Denton, Texas, have found the perfect match for their customers. It’s a suite of products that’s feeding the service drive and their per-unit averages.

Tags: dealer, Kia, Massachusetts, Mercedes-Benz, sales, Texas

February 2013, F&I and Showroom - Feature

Taking Over

By Stephanie Forshee

David Westcott is stepping into the 2013 NADA chairman role at an exciting and promising time for the industry.

Tags: 2013, Auto Industry, David Westcott, dealer, economy, Internet, manufacturer, NADA Chairman, outlook, sales, Stephanie Forshee

January 2013, F&I and Showroom - Feature

Westward Expansion

By Paul Chavez

As the industry recovers, California continues to serve as the bellwether state for car sales nationwide.

Tags: Billy Rinker, Brian Maas, California, California New Car Dealers Association, CNCDA, dealer, economy, F&I, NADA, Paul Chavez, Paul Taylor, sales, Volkswagen Santa Monica

December 2012, F&I and Showroom - Feature

Measuring F&I Success

George Angus suggests moving to products per retail delivery to measure F&I performance. The metric focuses on product sales and leaves out reserve.

By George Angus

F&I managers love to tout their profit per retail unit, but the “Father of F&I Menus” says there’s a more accurate way to measure performance.

Tags: F&I, F&I measurement, George Angus, profit, PRU, PVR, retail, sales

December 2012, F&I and Showroom - Feature

The Day After Training

By Jason Heard

The reason training fails is because the trainees lack a process to implement what is learned. The magazine’s newest contributor offers a primer for making those instructions stick.

Tags: F&I, Jason Heard, profit, sales, Tips, training

October 2012, F&I and Showroom - Feature

Nailing the Pitch

By Rick McCormick

The current movement toward high-performance wheels and run-flat tires has made road hazard protection a no-brainer — that is, if you follow three simple steps to the sale.

Tags: F&I, F&I Presentation, product, Rick McCormick, sales

August 2011, F&I and Showroom - Feature

Buy-Sell Mistakes to Avoid

By Lon Leneve

Before you think about selling or expanding your operation, check out this buy-sell primer for avoiding four possible landmines on the road to a sale.

Tags: dealer, Legal, sales, transaction prices

January 2011, F&I and Showroom - WebXclusive

Lexus Giant Adapts to the Times

Department heads Greg Zeigler, Lance Digges and Bob Glasser each played a role in boosting JM Lexus’ revenue from CPO units when new-vehicle sales began to slip.

By Joan Shim

The magazine takes a look inside the world’s largest Lexus dealership to learn how a new approach to F&I, CPO sales and online marketing helped it survive the Great Recession.

Tags: Lexus, sales, web marketing

January 2011, F&I and Showroom - WebXclusive

10 Fixes to F&I’s Biggest Challenges

By George Angus

F&I expert shows you how to take control of the 10 biggest challenges F&I managers faced in 2010.

Tags: Finance, sales, Tips for Success

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Blog

So Here's the Deal

Ronald J. Reahard
Selling Warranty Compliance Plans

By Ronald J. Reahard
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Sold But Not Closed

By Ronald J. Reahard

(Video) Measuring Up

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo
The editor wonders how regulators, including two new mini-CFPBs in Pennsylvania and Maryland, view a consumer advocacy group’s highly critical report on how dealers price F&I protections.

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

What’s Your Take?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Love It or Leave It

By Marv Eleazer
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

G.O.Y.A.

By Marv Eleazer
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

The Little Things

By Marv Eleazer

Industry Summit: It’s Worth the Investment

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