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July 2017, F&I and Showroom - Feature

Kinks Will Be Kinks

By Gil Van Over

Electronic processes won’t cure the ‘kinks’ who flout the rules and regulations governing F&I, but they will make their bad behavior easier to track.

Tags: auto finance, compliance, Credit Applications, desk managers, desking, Gil Van Over, payment packing

December 2008, F&I and Showroom - Feature

Keys to F&I Product Sales

By Matt Hash

Building customer rapport, tailoring a menu to the customer’s needs, and not using hard-sell tactics are definitely three keys to successful F&I product sales. But in today’s dismal setting, the sales department really needs to be part of the equation.

Tags: APR, Auto Loans, Credit Applications, Customer Service, GMAC INSURANCE, sales department

May 2005, F&I and Showroom - Feature

Wanted: A Jack of All F&I Trades

By Ronald J. Reahard

An F&I manager must perform a broad range of duties, including helping customers, interacting with the sales team and lenders, keeping abreast of changing laws and maintaining a desired level of dealership profitability.

Tags: Credit Applications, F&I manager, F&I products, FICO, lender strategies

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