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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(3)

(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)

[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)

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)

(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)

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)

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