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F&I Tip of the Week: Power of the Pause

Jun 5, 2018 | 1171 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 317 views

 

Setting and Presenting the Menu

Jan 31, 2013 | 277 views

 

F&I Tip of the Week: Maximizing the Deal

Dec 15, 2016 | 237 views

 

Arroyo Talks F&I Conference, Dodd-Frank Act

Aug 29, 2013 | 169 views

 

F&I Tip of the Week: The Impact Statement

Feb 4, 2016 | 162 views

 

Auto Dealer TV: Toyota's Milestone Penalty

Mar 27, 2014 | 161 views

 

Auto Dealer TV Debuts

Mar 21, 2014 | 157 views

 

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

Oct 21, 2014 | 144 views

 

F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 134 views

 

F&I Tip of the Week: Writing Your Own Check

Jun 30, 2015 | 98 views

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Blog

So Here's the Deal

Ronald J. Reahard
Menus Don’t Work Miracles

By Ronald J. Reahard
A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

Avoiding the AAA Objection

By Ronald J. Reahard
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Car Buyers Need F&I

By Gregory Arroyo
Current market trends are playing right into the F&I product pitch, but they also reveal trouble ahead for the automotive retail industry at large.

Protecting F&I’s Future

By Gregory Arroyo
The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.

Game Almost Over

By Gregory Arroyo

The Repair Is Covered

By Gregory Arroyo

Mad Marv

Marv Eleazer
'We Never Buy This Stuff'

By Marv Eleazer
Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

Stop Painting Dealers With a Broad Brush

By Marv Eleazer
His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

I Love F&I. How About You?

By Marv Eleazer

Is That Legal?

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

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

The New Stooges

By Jim Ziegler