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So Here's the Deal

[Video] The Average LIfecycle Close

December 10, 2015

The magazine’s resident F&I pro offers a close designed specifically for car buyers who believe whatever issues they face will occur within the factory warranty’s coverage period.

Tags: Factory Warranty, Vehicle Lifecycle, VSC

Author: Ronald J. Reahard | Posted @ Thursday, December 10, 2015 12:26 PM | » Comments(0)

[Video] Perfect Timing

Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.

November 13, 2015

Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.

Tags: direct marketing, F&I menu, F&I process, J.D. Power & Association, Service Department, service drive, vehicle service contracts, VSC

Author: Ronald J. Reahard | Posted @ Friday, November 13, 2015 4:23 PM | » Comments(0)

The Follow Up

The magazine’s F&I wiz lays out a plan for re-pitching a service contract to customers who declined the product at the time of delivery.

October 19, 2015

The magazine’s F&I wiz lays out a plan for re-pitching a service contract to customers who declined the product at the time of delivery.

Author: Ronald J. Reahard | Posted @ Monday, October 19, 2015 4:06 PM | » Comments(6)

Circling Back

Accepting a customer’s objection doesn’t mean you can’t circle back. The magazine’s F&I wiz shows a California F&I manager how it’s done.

September 18, 2015

Accepting a customer’s objection doesn’t mean you can’t circle back. The magazine’s F&I wiz shows a California F&I manager how it’s done.

Author: Ronald J. Reahard | Posted @ Friday, September 18, 2015 10:02 AM | » Comments(4)

[Video Tips Included] Value Demonstration

The magazine’s F&I wiz draws up the perfect way to illustrate a pre-owned vehicle’s remaining warranty and the value of purchasing additional coverage.

August 5, 2015

The magazine’s F&I wiz draws up the perfect way to illustrate a pre-owned vehicle’s remaining warranty and the value of purchasing additional coverage.

Author: Ronald J. Reahard | Posted @ Wednesday, August 5, 2015 4:27 PM | » Comments(0)

The Light-Bulb Close

The magazine’s F&I wiz shows a reader from Kentucky how comparing a high-mileage vehicle to a light bulb can demonstrate to a customer the value of a service contract.

July 6, 2015

The magazine’s F&I wiz shows a reader from Kentucky how comparing a high-mileage vehicle to a light bulb can demonstrate to a customer the value of a service contract.

Author: Ronald J. Reahard | Posted @ Monday, July 6, 2015 2:10 PM | » Comments(5)

Selling to Affluent Customers

An F&I pro from California is having trouble selling F&I protections to his affluent customer base. The magazine’s F&I wiz has the answer.

June 1, 2015

An F&I pro from California is having trouble selling F&I protections to his affluent customer base. The magazine’s F&I wiz has the answer.

Author: Ronald J. Reahard | Posted @ Monday, June 1, 2015 11:49 AM | » Comments(0)

[Video] The Two-Part Objection

Reahard tackles a question about handling the 'I can't afford it" objection. He also responds to a question on how to close on packages rather than one or two products. Click on the following link to read or watch his responses.

May 1, 2015

An F&I professional from Missouri is having trouble with customers who say they don’t need and can’t afford a service contract. The magazine’s F&I wiz weighs in.

Author: Ronald J. Reahard | Posted @ Friday, May 1, 2015 1:57 PM | » Comments(2)

[Video] Overcoming the Warranty Objection

Read or watch Ron's response to a reader question on how to show the value of a service contract when the customer believes the warranty provides enough coverage.

April 3, 2015

The magazine’s resident F&I wiz tackles a question about how to show the value of a service contract when the customer believes the warranty provides enough coverage.

Author: Ronald J. Reahard | Posted @ Friday, April 3, 2015 10:34 AM | » Comments(5)

[Video] Creating Interest

The magazine’s resident F&I wiz says answering the customer’s true objection to extended coverage is just a matter of creating real interest in the product.

March 9, 2015

The magazine’s resident F&I wiz says answering the customer’s true objection to extended coverage is just a matter of creating real interest in the product.

Author: Ronald J. Reahard | Posted @ Monday, March 9, 2015 4:47 PM | » Comments(0)

The ‘No Need’ Objection

A Kentucky F&I pro asks how to build value in the service contract when a customer feels confident in the quality of the brand they’re buying.

February 6, 2015

A Kentucky F&I pro asks how to build value in the service contract when a customer feels confident in the quality of the brand they’re buying.

Author: Ronald J. Reahard | Posted @ Friday, February 6, 2015 10:21 AM | » Comments(5)

A New Resource

Celebrated F&I trainer introduces a new resource for F&I managers and car buyers. Read on to get the details.

January 14, 2015

Celebrated F&I trainer introduces a new resource for F&I managers and car buyers. Read on to get the details.

Author: Ronald J. Reahard | Posted @ Wednesday, January 14, 2015 3:52 PM | » Comments(4)

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Author Bio

Ronald J. Reahard

President of Reahard & Associates

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