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November 2011, F&I and Showroom - Feature

Profile: Magazine Goes One-On-One With F&Idol Winner

GP Anderson accepts his trophy and prize money from the magazine’s executive editor, Gregory Arroyo, Industry Summit event manager Adriana Michaels and Bob Corbin, president of IAS.

By Gregory Arroyo

The winner of the inaugural F&Idol contest is a man of many stories. In fact, that’s what endeared him to our judges and the more than 3,000 readers who voted for him.

Tags: FandIdol, GAP, IAS, Industry Summit, Industry Summit 2011, Innovative Aftermarket Systems

April 2011, F&I and Showroom - Feature

Turning Objections Into Sales

By Ronald J. Reahard

F&I trainer runs through six objection-handling techniques for selling service contracts and GAP, and offers advice for closing the customers who listen.

Tags: Customer Service, GAP, objection handling, Service Contracts

July 2007, F&I and Showroom - Feature

Creating a Pay Plan That Impacts Sales, Compliance

By Becky Chernek

Ancillary products can generate as much as 60 percent of gross profit. Does your pay plan reflect that? Pay plans should reward for superior and compliant performance, but are you factoring in today’s market trends?

Tags: compliance, GAP, Payment Plan, Service Contracts

July 2005, F&I and Showroom - Feature

Exploding the 8 Myths of F&I

By Ron Martin

Some of the long-held principles of selling F&I products no longer apply, but F&I managers may still believe these are effective techniques.

Tags: credit insurance, F&I menus, GAP, payment packing, Regulation Z

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