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July 2017, F&I and Showroom - Feature

5 Questions F&I Pros Must Answer Monthly

By Rick McCormick

F&I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance.

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

June 2017, F&I and Showroom - Feature

When Did ‘Cash’ Become a Four-Letter Word?

By Dwayne Wiggins

F&I trainer shares five proven methods for turning cash customers into F&I product buyers.

Tags: Cash Conversion, F&I manager, F&I menu, F&I products, F&I training

May 2017, F&I and Showroom - Feature

The Silent Seminar

©iStockphoto.com/nd3000 

By Justin Gasman

F&I director advises dealership professionals to attack your work with a positive attitude and pledge to improve the workdays of those around you.

Tags: F&I director, F&I products, F&I training, sales, workplace

February 2017, F&I and Showroom - Feature

State of the F&I Union

By Ryan Fischer

A survey of 159 F&I professionals revealed a number of surprises — and confirmed at least one widely held theory — about compensation and how they feel about their work.

Tags: F&I director, F&I income, F&I manager, F&I products, Pay Plans, PVR, Ryan Fischer

February 2017, F&I and Showroom - Feature

One-Chance Training

By Rick McCormick

Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.

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

August 2016, F&I and Showroom - Feature

3 Steps to Selling Road Hazard Protection

AAA’s 2016 “Your Driving Costs” report showed that the annual cost to own and operate a vehicle in the United States fell to a six-year low thanks to a nearly 25% drop in fuel prices. However, the study also showed that all other costs associated with vehicle ownership are on the rise.

By Dwayne Wiggins & Stuart Brightman

AAA has given F&I managers a $3 billion reason every customer needs to drive off the lot with road hazard protection. Two F&I pros lay out a process for doing just that.

Tags: Driving Costs, F&I products, Potholes, Study

November 2015, F&I and Showroom - Feature

F&I’s Shifting Paradigm

By Chris Meacham

An Ohio-based general agent believes the F&I industry is ignoring a paradigm shift and a chance to deliver what consumers really want: a better experience.

Tags: Customer Experience, Customer Interview, Customer Service, F&I products, mobile menu

November 2015, 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 2015, F&I and Showroom - WebXclusive

Let’s Ask Joe

By Brittany-Marie Swanson

Joe St. John may be the newest F&I trainer at Industry Summit, but he has a long history in the car business and some strong opinions about the future of the F&I office.

Tags: F&I process, F&I products, F&I trainer, IAS, Industry Summit

May 2015, F&I and Showroom - Feature

Try Before You Buy

By George Angus

The father of the F&I menu is back, and he has a message for companies claiming to have developed the next big thing for F&I.

Tags: F&I manager, F&I menus, F&I products, technology, training

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

Codifying Common Sense

By David Robertson

Whether you believe it or not, most rules and regulations weren’t designed to make your life miserable. The magazine’s resident compliance expert says we can only blame ourselves.

Tags: AFIP, compliance, F&I products, FEDERAL REGULATION

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

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 - Feature

10 ‘Next’ Practices for F&I

By Ronald J. Reahard

Don’t let so-called ‘best practices’ get in the way of your performance or your customers’ needs. The magazine’s resident F&I expert lists the 10 ‘next practices’ that are driving processes at top dealerships.

Tags: Aftermarket Products, F&I products, training

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

November 2011, F&I and Showroom - Feature

[Updated] F&I Directors Talk Shop

By Tariq Kamal

The magazine has just posted the uncut version of the ‘Mad’ Marv-led F&I directors’ panel at the magazine’s September conference. Click below to check it out.

Tags: charge-backs, Customer Interview, F&I products, Hiring, Mad Marv, special finance

March 2011, F&I and Showroom - Feature

Pulling Out All the Props

By Gerry Gould

The right prop can be the perfect objection killer, but choose your tools wisely.

Tags: F&I menus, F&I Presentation, F&I products, Sales Tactics

February 2011, F&I and Showroom - Feature

F&I's 10 Commandments

By Rick McCormick

Starting out in F&I is never easy, but the magazine’s resident expert lays out a game plan to get F&I ‘newbies’ off on the right foot.

Tags: Customer Service, F&I products, objection handling, Sales Tactics, Tips for Success

July 2009, F&I and Showroom - Feature

The Psychology of F&I

By George Angus

When it comes to F&I, science matters more than opinion. F&I veteran climbs into the minds of consumers and reveals five ways you might be sabotaging your success.

Tags: business management, F&I menus, F&I products, training

June 2009, F&I and Showroom - Feature

Being Brilliant at the Basics

By Rick McCormick

The market dynamics might be in constant flux, but the goals of an F&I manager aren’t. F&I trainer reveals his secrets to becoming brilliant at the basics.

Tags: Customer Retention, F&I products, lender strategies

April 2009, F&I and Showroom - Feature

Keep Lenders from Steering Away Profits

By John Sauers

F&I expert provides four ways to keep lenders from steering away profits.

Tags: F&I products, lender strategies

April 2008, F&I and Showroom - Feature

F&I in an X&Y World

By Ronald J. Reahard

Is your current F&I sales process adding value or alienating customers? In today’s world of Google, Myspace and YouTube, word-tracks are like 8-tracks: obsolete. Expert explains how to give today’s Generation X and Y customers what they want: a fast-paced, non-confrontational buying experience.

Tags: F&I products, Generation X, Generation Y, Payment Plan, sales pitches

March 2008, F&I and Showroom - Feature

CASE STUDY: Life Without The F&I Department

By George Angus

With dealers facing changing customer expectations, increasing demands from the factories and customer resistance to the sales process, eliminating the F&I department might seem like a good idea. Dealership consultant breaks down what life would be like without the F&I department, and the results aren’t pretty.

Tags: acceptance rate, Customer Service, F&I department, F&I process, F&I products, sales department, training

September 2007, F&I and Showroom - Feature

4 Ways to Change Perceptions

By Ron Reahard

The customer’s first impression of you is a tone setter for the entire transaction. So what warning signs are you putting up? This month we explore four ways to put your customer at ease.

Tags: F&I department, F&I office, F&I products

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

February 2004, F&I and Showroom - Feature

Part 3: Interview for Product Cues

By Jan Kelly

In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.

Tags: F&I process, F&I products, Tips for Success, training

July 2003, F&I and Showroom - Feature

How to Use the Option Close

By Ron Martin

The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.

Tags: F&I menus, F&I products, sales department, Sales Process

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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