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Arroyo Talks F&I Conference, Dodd-Frank Act

Aug 29, 2013 | 10850 views


F&I Tip of the Week: Why People Don’t Buy

Apr 11, 2017 | 8496 views


F&I Tip of the Week: Transitioning to the Menu

Nov 19, 2015 | 7942 views


The Pocket Close

Feb 7, 2013 | 6866 views


F&I Tip of the Week: Keep ’Em Separated

Feb 7, 2017 | 5554 views


Setting and Presenting the Menu

Jan 31, 2013 | 5162 views


Auto Dealer TV Debuts

Mar 21, 2014 | 4896 views


F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 4564 views


F&I Tip of the Week: Selling Service Contracts

Jul 26, 2016 | 4562 views


F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 4383 views


F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 4240 views


Give Buyers a Free 'No'

May 28, 2013 | 4020 views


F&I Tip of the Week: Ask, Don't Tell

Oct 21, 2014 | 4006 views


Dictate Your Destiny

Feb 28, 2013 | 3836 views


F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3834 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3812 views

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So Here's the Deal

Ronald J. Reahard
(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard
Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never forget.

[Video] Selling to Short-Term Owners

By Ronald J. Reahard

(Video) Selling High-Mileage VSC Plans

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Who Will Take Up the CFPB's Torch?

By Gregory Arroyo
The CFPB’s acting director tells state regulators there will no longer be ‘regulation by enforcement,” but the editor believes there’s a long list of regulators waiting to take up the torch.

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo
Thanks could be in order when the industry gets together for NADA 2018, as the editor hears that a resolution to the Military Lending Act controversy isn’t far off.

Resolution Needed

By Gregory Arroyo

Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo

Mad Marv

Marv Eleazer
Proper Deal Structure Moves Mountains

By Marv Eleazer
His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Show Us Some Love

By Marv Eleazer
His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

Chargeback Prevention

By Marv Eleazer

Your F&I Backup Plan

By Marv Eleazer

On the Point

Jim Ziegler
Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler