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Certification & Training


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September 2018, F&I and Showroom - Feature

Winning by Design

By Bill Wittenmyer

Dealership expert breaks down four key elements to building a high-performance team in today’s retail environment.

Tags: hiring, sales, Showroom, training

March 2018, F&I and Showroom - Feature

10 Building Blocks of a Dynamic Organization


By Karl Horst and Tom McQueen

Dealer experts list 10 leadership principles that, if embraced, will prevent an organization from becoming another corporate dinosaur.

Tags: dealer, general manager, leadership, sales manager, training

October 2016, F&I and Showroom - Feature

5 'Tells' of a Lying Job Candidate

By David Druzynski

Human resources expert reveals the five traits hiring managers need to look for when interviewing a prospective candidate.

Tags: hiring, human resources, Tips, training

February 2016, F&I and Showroom - Feature

Nothing but the Truth

Courtesy of iStockPhoto. 

By Rick McCormick

F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.

Tags: Tips, Tips for Success, training

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

December 2014, F&I and Showroom - Cover Story

Culture Change

Faulkner-Ciocca Ford is located in historic Quakertown, Pa., which is where the Liberty Bell was once hidden from British soldiers during the American Revolutionary War. It was also the location of the anti-tax John Fries’ Rebellion in 1799.

By Paul Chavez

Faulkner-Ciocca Ford is achieving big numbers in its small Pennsylvania borough. The secret to the store’s success is an approach that has torn down the walls between sales and F&I.

Tags: F&I manager, F&I process, training

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

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

December 2011, F&I and Showroom - Feature

5 Steps to Handling an Objection

By Don Geroni

Being able to handle an objection isn’t rocket science, but it does require you to adhere to a strict process. The magazine’s newest F&I expert lays out a five-step plan of attack.

Tags: objection handling, Tips for Success, training

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

September 2011, F&I and Showroom - Feature

The Interview

By Don Geroni

A five-minute interview can go a long way toward putting customers at ease, and it may even lead to a nice boost in F&I profit per vehicle retailed. F&I trainer breaks down the process.

Tags: Customer Interview, Customer Service, F&I department, F&I process, training

August 2011, F&I and Showroom - Cover Story

She’s Buying

Keith Baer, Meade Lexus of Lakeside’s business manager, and Kate Houlihan, Lakeside’s sales manager, were surprised to find that women take about 17 weeks to make a buying decision.

By Jennifer Washington

It’s been a year since Meade Lexus earned’s “Seal of Approval,” and the dealer group’s CSI is now approaching 100 percent.

Tags:, dealer, marketing, training, web marketing

May 2010, F&I and Showroom - Feature

The Ball's In Your Court

Executive Editor Gregory Arroyo's baseball, the prize of Operation Foul Ball.

By Gregory Arroyo

The editor is looking for reader feedback, and has a special reward for those who participate. Read on to find out what it is.

Tags: Editorial Page, F&I Conference & Expo, training

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

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

January 2007, F&I and Showroom - Feature

Finding, Hiring and Keeping Winners

By Joe Jacobson

Finding a winning F&I manager takes more than a gut feeling. It takes a good selection process, ongoing training and a pay plan that reinforces goals and objectives.

Tags: F&I department, F&I professional, Finance, hiring, sales department, training

September 2006, F&I and Showroom - Feature

Lift Off! Taking Leadership to the Next Dimension

By Jimmy Atkinson

A well-run, successful dealership starts with strong management. Develop a plan and continually emphasize its importance to all employees.

Tags: dealer, Sales Process, training

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

May 2006, F&I and Showroom - Feature

Hiring Process Determines End Results

By Dr. Andrew Blazsanyik

Customer loyalty is often related to employee retention, making the initial selection of staff members critical. Prepare for interviews, use assessment tools and start new employees off right with thorough training.

Tags: hiring, training

March 2006, F&I and Showroom - Feature

It's Time to Take Action

By Ron Martin

The first step toward effective training is making the decision to seek instruction. You need to identify your expectations and know your personal learning style to get the best results.

Tags: F&I department, training

December 2004, F&I and Showroom - Feature

Geometric Growth in F&I

By Ron Martin

It only takes a few subtle improvements in your F&I approach to achieve a huge jump in your numbers.

Tags: CSI, training

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

May 2004, F&I and Showroom - Feature

Part 5: Negotiate the Plan

By Jan Kelly

Mastering the art of negotiation includes using the power of small numbers and making an impression with your last words.

Tags: F&I Presentation, Tips for Success, training

March 2004, F&I and Showroom - Feature

Part 4: The Presentation

By Jan Kelly

On your mark . . .

Tags: Customer Service, F&I Presentation, Tips for Success, training

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

October 2003, F&I and Showroom - Feature

Part 2: Build Rapport

By Jan Kelly

No one is going to do business with you until they believe you care about what is important to them.

Tags: Customer Service, F&I process, Tips for Success, training

August 2003, F&I and Showroom - Feature

Part 1: Meet the Customer

By Jan Kelly

Those first few seconds with the customer can mean the difference between success and failure.

Tags: CSI, Customer Service, F&I process, Tips for Success, 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

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