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June 2016, F&I and Showroom - Feature

Wielding the Velvet Hammer

The advantages females have over their male counterparts when selling product in the F&I office, along with the struggles and perception of women in the automotive retail industry, took center stage during “Doing It Our Way: Women in F&I.” Moderated by F&I Director Dina Wilson, the panel featured F&I professionals Teasha McMillion, Angela Barrett, and Diane Uzelac — each bringing more than 25 years of industry experience.

By Eric Gandarilla

At last month’s F&I Think Tank, female F&I pros shared their stories of perseverance in a male-dominated industry, talked about how times have changed, and explained why they believe women are the future of F&I.

Tags: F&I, training, Women in F&I

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

November 2015, F&I and Showroom - Feature

Change the Approach

By Rick McCormick

F&I pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.

Tags: F&I products, Rick McCormick, Sales Training, 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

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

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

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