The Industry's Leading Source For F&I, Sales And Technology

So Here's the Deal

No Friend of Mine

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

May 6, 2016

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

Tags: service contract, Technique, Tips, training, Value

Author: Ronald J. Reahard | Posted @ Friday, May 6, 2016 10:54 AM | » Comments(8)

(Video) Your Sales Manager Is a Criminal

A reader wisely chooses to remain anonymous after uncovering a payment-packing scheme taking place in his (or her) dealership.

April 7, 2016

A reader wisely chooses to remain anonymous after uncovering a payment-packing scheme taking place in his (or her) dealership.

Tags: Deceptive Practices, payment packing, vehicle service contract

Author: Ronald J. Reahard | Posted @ Thursday, April 7, 2016 1:01 PM | » Comments(4)

Optimism in an Election Year

F&I trainer keeps hope alive despite bluster on the campaign trail and dirty dealings at the manufacturer level.

March 30, 2016

F&I trainer keeps hope alive despite bluster on the campaign trail and dirty dealings at the manufacturer level.

Tags: Government, NADA Convention and Expo, Optimism, Politics

Author: Ronald J. Reahard | Posted @ Wednesday, March 30, 2016 2:10 PM | » Comments(4)

(Video) 3 Keys to Professional Growth

An F&I manager asks for a little career advice. The magazine’s resident F&I pro responds with what may be the secret to life.

March 4, 2016

An F&I manager asks for a little career advice. The magazine’s resident F&I pro responds with what may be the secret to life.

Tags: Career Advice, Professional Goals, Professional Growth

Author: Ronald J. Reahard | Posted @ Friday, March 4, 2016 11:03 AM | » Comments(0)

(Video) Collapse. Create. Repeat.

February 5, 2016

An F&I manager says his customers' buying and ownership habits are making it difficult to sell GAP and service contracts. The magazine's resident F&I pro has the answer.

Tags: down payment, GAP, service contract

Author: Ronald J. Reahard | Posted @ Friday, February 5, 2016 11:55 AM | » Comments(2)

(Video) Limiting Chargebacks

By outlining your customers’ responsibilities and providing instructions for filing a claim, you can reduce chargebacks and keep the F&I revenue flowing.

January 14, 2016

By outlining your customers’ responsibilities and providing instructions for filing a claim, you can reduce chargebacks and keep the F&I revenue flowing.

Tags: chargebacks, interest rate, Product Sales

Author: Ronald J. Reahard | Posted @ Thursday, January 14, 2016 8:50 AM | » Comments(0)

[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(6)

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(6)

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)

« Previous12Next »