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So Here's the Deal

Menus Don’t Work Miracles

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.

August 6, 2018

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.

Tags: F&I manager, F&I menu, F&I Technology

Author: Ronald J. Reahard | Posted @ Monday, August 6, 2018 2:56 PM | » Comments(2)

Avoiding the AAA Objection

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.

July 3, 2018

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.

Tags: AAA, F&I manager, F&I menu, F&I process, F&I products, objection handling, roadside assistance

Author: Ronald J. Reahard | Posted @ Tuesday, July 3, 2018 1:48 PM | » Comments(0)

(Video) Capture Missed VSC Sales

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.

May 31, 2018

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.

Tags: F&I manager, F&I trainer, J.D. Power, service customer, service department, Vehicle Service Contract

Author: Ronald J. Reahard | Posted @ Thursday, May 31, 2018 6:14 PM | » Comments(0)

The Dealer Moved My Goal Posts

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

May 7, 2018

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

Tags: employee compensation, F&I manager, F&I process, pay plan

Author: Ronald J. Reahard | Posted @ Monday, May 7, 2018 2:11 PM | » Comments(5)

Addressing F&I’s Internet Problem

A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and then show up with a bank check?

April 4, 2018

A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and then show up with a bank check?

Tags: online sales,

Author: Ronald J. Reahard | Posted @ Wednesday, April 4, 2018 3:16 PM | » Comments(6)

(Video) Selling Eight Products Without Losing the Customer

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

March 12, 2018

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

Tags: F&I manager, F&I menu, F&I products, F&I training, So Here's the Deal

Author: Ronald J. Reahard | Posted @ Monday, March 12, 2018 3:52 PM | » Comments(2)

He Had a Goal: Remembering David Ressler

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.

March 8, 2018

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.

Tags: David Ressler

Author: Ronald J. Reahard | Posted @ Thursday, March 8, 2018 4:26 PM | » Comments(0)

[Video] Selling to Short-Term Owners

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

February 9, 2018

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

Tags: F&I manager, F&I process, F&I products, GAP, objection handling, short-term owners, Vehicle Service Contract

Author: Ronald J. Reahard | Posted @ Friday, February 9, 2018 5:31 PM | » Comments(1)

(Video) Selling High-Mileage VSC Plans

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

January 8, 2018

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Tags: F&I process, F&I products, F&I sales, F&I training, high mileage, Vehicle Service Contract

Author: Ronald J. Reahard | Posted @ Monday, January 8, 2018 4:53 PM | » Comments(5)

Selling Warranty Compliance Plans

December 4, 2017

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.

Tags: F&I manager, F&I process, F&I training, prepaid maintenance plan, warranty

Author: Ronald J. Reahard | Posted @ Monday, December 4, 2017 4:33 PM | » Comments(1)

Handling the ‘Last Car’ Objection

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.

November 14, 2017

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.

Tags: F&I manager, F&I process, F&I products, objection handling

Author: Ronald J. Reahard | Posted @ Tuesday, November 14, 2017 3:47 PM | » Comments(1)

Sold But Not Closed

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

October 10, 2017

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

Tags: Cash Customer, F&I process, F&I products, overcoming objections

Author: Ronald J. Reahard | Posted @ Tuesday, October 10, 2017 4:14 PM | » Comments(3)

(Video) Measuring Up

Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

September 18, 2017

Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

Tags: F&I manager, F&I production, F&I training, Products Per Vehicle Retailed, Profit Per Vehicle Retailed

Author: Ronald J. Reahard | Posted @ Monday, September 18, 2017 1:10 PM | » Comments(0)

It's OK to Be Nervous

Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

August 17, 2017

Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

Tags: F&I manager, F&I process, F&I training

Author: Ronald J. Reahard | Posted @ Thursday, August 17, 2017 11:48 AM | » Comments(3)

(Video) Have a Real Conversation

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

July 7, 2017

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

Tags: discovery interview, F&I menu, F&I process, F&I products

Author: Ronald J. Reahard | Posted @ Friday, July 7, 2017 1:34 PM | » Comments(8)

Combating CUs

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.

June 8, 2017

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.

Tags: auto finance, conversion technique, credit unions, F&I manager, Showroom

Author: Ronald J. Reahard | Posted @ Thursday, June 8, 2017 5:32 PM | » Comments(2)

Trading Rate for Product

A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

May 2, 2017

A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

Tags: auto finance, CFPB, compliance, extended term, F&I manager, F&I process, Federal Trade Commission, interest rate, payment packing, rate markup

Author: Ronald J. Reahard | Posted @ Tuesday, May 2, 2017 3:58 PM | » Comments(0)

(Video) Discussing the Risk-Based Pricing Rule

The magazine’s resident F&I pro takes on a question about the Risk-Based Pricing Rule and its widely used exception notice.

April 11, 2017

The magazine’s resident F&I pro takes on a question about the Risk-Based Pricing Rule and its widely used exception notice.

Tags: compliance, F&I manager, Risk-Based Pricing Rule

Author: Ronald J. Reahard | Posted @ Tuesday, April 11, 2017 11:29 AM | » Comments(0)

(Video) Timing F&I

Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the needs-discovery portion of his process.

March 7, 2017

Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the needs-discovery portion of his process.

Tags: CSI, F&I manager, F&I process

Author: Ronald J. Reahard | Posted @ Tuesday, March 7, 2017 12:32 PM | » Comments(2)

(Video) Handling Remote Deliveries

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

February 10, 2017

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

Tags: F&I products, online F&I, Remote Deliveries, Ron Reahard

Author: Ronald J. Reahard | Posted @ Friday, February 10, 2017 3:12 PM | » Comments(1)

Achieving $1,600 Per Copy

An F&I manager from New York asks the magazine’s resident F&I pro how achieving a $1,600 per-copy average is even possible. He responds with strategies employed by the Top 25 F&I operations in the nation.

January 10, 2017

An F&I manager from New York asks the magazine’s resident F&I pro how achieving a $1,600 per-copy average is even possible. He responds with strategies employed by the Top 25 F&I operations in the nation.

Tags: F&I, Products Per Vehicle Retailed, PRU, Vehicle Sales

Author: Ronald J. Reahard | Posted @ Tuesday, January 10, 2017 3:15 PM | » Comments(17)

Starting F&I Online

The magazine’s resident F&I pro agrees that tech tools can’t sell product alone, but he does believe the online space offers new opportunities for F&I pros to engage and educate customers.

December 27, 2016

The magazine’s resident F&I pro agrees that tech tools can’t sell product alone, but he does believe the online space offers new opportunities for F&I pros to engage and educate customers.

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

Author: Ronald J. Reahard | Posted @ Tuesday, December 27, 2016 12:08 PM | » Comments(0)

(Video) Handling the 'Be Back' Objection

Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.

December 6, 2016

Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.

Tags: F&I, objection handling, training

Author: Ronald J. Reahard | Posted @ Tuesday, December 6, 2016 12:03 PM | » Comments(0)

(Video) Overcoming Helicopter Parents

The magazine’s resident F&I pro responds to an F&I manager’s query on how to handle a parent’s objection to his products.

November 4, 2016

The magazine’s resident F&I pro responds to an F&I manager’s query on how to handle a parent’s objection to his products.

Tags: F&I menu, F&I training, Handling Objections

Author: Ronald J. Reahard | Posted @ Friday, November 4, 2016 12:01 PM | » Comments(0)

(Video) Revisiting the Pesky Form 8300

The magazine’s resident F&I trainer responds to a reader’s question about the IRS/FinCEN Form 8300 requirement.

October 4, 2016

The magazine’s resident F&I trainer responds to a reader’s question about the IRS/FinCEN Form 8300 requirement.

Tags: Cash Purchases, F&I training, Form 8300

Author: Ronald J. Reahard | Posted @ Tuesday, October 4, 2016 2:19 PM | » Comments(1)

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