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F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3765 views

 

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

Jul 29, 2014 | 2423 views

 

F&I Tip of the Week: Criteria Selling

Jul 1, 2014 | 2320 views

 

F&I Tip of the Week: Selling Key Replacement

Jun 17, 2014 | 3055 views

 

Auto Dealer TV Debuts

Mar 21, 2014 | 4655 views

 

Understanding the Internet Shopper

Dec 6, 2013 | 3316 views

 

Arroyo Talks F&I Conference, Dodd-Frank Act

Aug 29, 2013 | 10610 views

 

Selling Tire and Wheel

Jun 17, 2013 | 3493 views

 

The How’d-That-Feel Sale

Jun 6, 2013 | 3308 views

 

Give Buyers a Free 'No'

May 28, 2013 | 3934 views

 

Where's the Customer?

May 21, 2013 | 2438 views

 

Setting the Right Tone

Apr 30, 2013 | 3049 views

 

Building a Better Evidence Manual

Apr 18, 2013 | 2785 views

 

Selling Piece of Mind

Apr 9, 2013 | 3002 views

 

Dictate Your Destiny

Feb 28, 2013 | 3761 views

 

Selling to Good and Lucky Drivers

Feb 19, 2013 | 2306 views

 

The Pocket Close

Feb 7, 2013 | 6606 views

 

Selling With Purpose

Feb 5, 2013 | 2330 views

 

Setting and Presenting the Menu

Jan 31, 2013 | 4942 views

Blog

So Here's the Deal

Ronald J. Reahard
Selling High-Mileage VSC Plans

By Ronald J. Reahard
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Selling Warranty Compliance Plans

By Ronald J. Reahard
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Sold But Not Closed

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Love It or Leave It

By Marv Eleazer
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

G.O.Y.A.

By Marv Eleazer

The Little Things

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