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F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3703 views


F&I Tip of the Week: The Power of the Pen

Jul 29, 2014 | 2341 views


F&I Tip of the Week: Criteria Selling

Jul 1, 2014 | 2239 views


F&I Tip of the Week: Selling Key Replacement

Jun 17, 2014 | 2981 views


Auto Dealer TV Debuts

Mar 21, 2014 | 4468 views


Understanding the Internet Shopper

Dec 6, 2013 | 3247 views


Arroyo Talks F&I Conference, Dodd-Frank Act

Aug 29, 2013 | 10459 views


Selling Tire and Wheel

Jun 17, 2013 | 3436 views


The How’d-That-Feel Sale

Jun 6, 2013 | 3226 views


Give Buyers a Free 'No'

May 28, 2013 | 3840 views


Where's the Customer?

May 21, 2013 | 2388 views


Setting the Right Tone

Apr 30, 2013 | 2968 views


Building a Better Evidence Manual

Apr 18, 2013 | 2690 views


Selling Piece of Mind

Apr 9, 2013 | 2935 views


Dictate Your Destiny

Feb 28, 2013 | 3697 views


Selling to Good and Lucky Drivers

Feb 19, 2013 | 2257 views


The Pocket Close

Feb 7, 2013 | 6439 views


Selling With Purpose

Feb 5, 2013 | 2279 views


Setting and Presenting the Menu

Jan 31, 2013 | 4748 views


So Here's the Deal

Ronald J. Reahard
Handling the ‘Last Car’ Objection

By Ronald J. Reahard
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Sold But Not Closed

By Ronald J. Reahard
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard

It's OK to Be Nervous

By Ronald J. Reahard

Done Deal

Gregory Arroyo
It Is Unwise to Lower Your Defenses

By Gregory Arroyo
The editor wonders how regulators, including two new mini-CFPBs in Pennsylvania and Maryland, view a consumer advocacy group’s highly critical report on how dealers price F&I protections.

What's Really Behind the Subprime Pullback?

By Gregory Arroyo
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo

Connecting the Dots

By Gregory Arroyo

Mad Marv

Marv Eleazer

By Marv Eleazer
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

The Little Things

By Marv Eleazer
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer

6 Ways to Deliver Exceptional Service

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