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[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)

(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)

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