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August 2014, F&I and Showroom - Feature

10.5 Ways to Create Customer Interest

By Rick McCormick

The magazine’s resident F&I pro thinks F&I managers can take a cue from the Duke of Wellington, who once said, ‘Wise people learn when they can. Fools learn when they must.’

Tags: F&I manager, F&I products, Rick McCormick

July 2014, F&I and Showroom - Feature

People, Process, Pay Plans

By John Lovin

Top F&I mind says there are nine components that need to be in every F&I pay plan. Not only do they provide the right motivation, they can be the key to retaining top talent.

Tags: employment, F&I manager, F&I products

June 2014, F&I and Showroom - Feature

Attitude Adjustment

By Gerry Gould

Attitude might not be everything, but the magazine’s F&I insider says it can be the determining factor of success in many situations faced by today’s F&I pros.

Tags: employment, F&I manager, hiring, possitive attitude

January 2014, F&I and Showroom - Feature

Delivering on F&I’s Promise

By Ronald J. Reahard

After sitting through a few less-than stellar F&I performances, the magazine’s resident F&I pro recalls advice his father once gave him. It was a recommendation every F&I department should take to heart.

Tags: F&I manager, F&I Process, F&I products, F&I Training, Reahard & Associates

February 2012, F&I and Showroom - Cover Story

Head of the Class

Hoy Fox Toyota Finance Director Victor Martin Del Campo poses with Dealer Principal Steve Fox and Finance Managers Ozzy Herrera, Larry Salcedo, Julio Cervantes (Hoy Fox Lexus) and Matthew McCoey.

By Jennifer Washington

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

Tags: F&I department, F&I manager, F&I menus, F&I presentation, F&I Process, F&I products, F&I Sales, finance, GSFSGroup, Gulf States Toyota

December 2011, F&I and Showroom - Feature

Becoming the Ideal F&I Manager

By Gerry Gould

The call for transparency is giving rise to one type of F&I manager and forcing two others into extinction. The magazine’s resident F&I trainer explains.

Tags: F&I manager, tips for success, training, UDS

November 2011, F&I and Showroom - Feature

Debating the Hybrid Manager

In the heat of the debate are (L–R): Joe Amendola, Bart Carpenter, Luis Garcia, Ron Reahard, Heather Haynes and Tony Dupaquier. Not pictured: moderator Kevin Jacobs.

By Jennifer Washington

The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.

Tags: American Finance & Automotive Services, desk managers, F&I department, F&I manager, GSFSGroup, hiring, JM&A Group, Reahard & Associates, Resource Automotive, Safe-Guard, sales department, sales manager, training

October 2011, F&I and Showroom - Feature

Reorganizing the Desk

By Ronald J. Reahard

The desk can be critical to a dealership’s success, but overstepping its boundaries can leave a store vulnerable. The magazine’s F&I pro draws a line in the sand.

Tags: desk managers, F&I department, F&I manager, F&I Office

June 2010, F&I and Showroom - Feature

Objection Drilling

By Tony Dupaquier

F&I managers have always been considered the dealership’s best closers, but could that characterization be hindering them in today’s economic environment?

Tags: Customer Service, F&I manager

June 2009, F&I and Showroom - Feature

Bring in the Specialists

By David Robertson

In today’s market, priming the vehicle selection process with an accurate assessment of the customer’s credit standing doubles the odds of a sale.

Tags: Deal Structuring, F&I manager

February 2008, F&I and Showroom - Feature

6 Tips for F&I Managers

By Ron Reahard

To be an F&I professional, there are six things you need to stop (or start) doing, because whether you like it or not, you’re a role model.

Tags: AFIP, ECOA, F&I manager, F&I products, Fair Credit Reporting Act, Gramm-Leach-Bliley, used vehicles

August 2006, F&I and Showroom - Feature

Temporary F&I Specialists Help Dealers Fill the Void

By Cheryl Knight

Every dealership is short staffed at times due to vacations, leaves of absence, resignations or terminations. Access to highly-trained substitutes keeps operations flowing and can even improve profitability.

Tags: F&I department, F&I manager, hiring, revenue, temporary F&I , training

June 2006, F&I and Showroom - Feature

Creating the Perfect F&I Pay Plan

By Ron Martin

F&I pay plans should motivate employees to sell more products and have clear compensation guidelines. If you’re constantly reworking the pay plan, it’s time for a new one.

Tags: aftermarket products, charge-backs, F&I manager, F&I professional, payment plan, product penetration

June 2006, F&I and Showroom - Feature

F&I’s High-Value Role in the Dealership

By Ronald J. Reahard

F&I professionals are well positioned to take a leadership role in the dealership because of their range of knowledge. Valuable managers try to help everyone involved in the sale and purchase of a new vehicle.

Tags: AFIP, credit reports, F&I manager, F&I professional, fraud, identity theft, regulations

December 2005, F&I and Showroom - Feature

Creating the Ultimate F&I Pay Plan

By Ronald J. Reahard

F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.

Tags: charge-backs, csi, F&I manager, F&I Sales, incentives, payment plan, product penetration

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

September 2004, F&I and Showroom - Feature

F&I Pay Plans That Get Results

By Eric Andersen and Keith Tuber

Pay plans that directly promote dealership objectives such as high CSI scores or minimal contracts-in-transit can work wonders toward meeting those goals.

Tags: csi, F&I manager, payment plan, product penetration, profit

July 2004, F&I and Showroom - Feature

F&I = Future-Oriented & Innovative

By Ron Martin

To stay at the top of your game in this ever-changing industry, redefine the way you do F&I.

Tags: F&I manager, F&I Process, software, training

July 2003, F&I and Showroom - Feature

F&I Professional – Or F&I Pretender?

By Ronald J. Reahard

In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz and find out!

Tags: AFIP, charge-backs, F&I department, F&I manager, F&I Process, F&I products, loan portfolios, training

July 2003, F&I and Showroom - Feature

Auto Theft Rise Means F&I Opportunity

By Donna Driscoll

With motor vehicle theft rates rising for the first time in a decade, an educational sales approach can put F&I managers in the driver’s seat to boost sales.

Tags: aftermarket products, F&I manager, F&I products, vehicle theft

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