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F&I Tip of the Week: Nurture the Sales Staff

Apr 23, 2015 | 2915 views

 

F&I Tip of the Week: Batting Practice

Mar 24, 2015 | 2383 views

 

F&I Tip of the Week: Selling the "Y"

Nov 18, 2014 | 3197 views

 

F&I Tip of the Week: Follow the Recipe

Nov 10, 2014 | 2548 views

 

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

Oct 21, 2014 | 3940 views

 

F&I Tip of the Week: Attitude Adjustment

Sep 30, 2014 | 2376 views

 

ADTV: Gerry Gould Talks Industry Summit 2014

Sep 3, 2014 | 8967 views

 

F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3804 views

 

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

Jul 29, 2014 | 2488 views

 

F&I Tip of the Week: Avoiding Bad Months

Jun 24, 2014 | 2865 views

 

F&I Tip of the Week: Selling Key Replacement

Jun 17, 2014 | 3093 views

 

Auto Dealer TV: Toyota's Milestone Penalty

Mar 27, 2014 | 4953 views

 

Auto Dealer TV Debuts

Mar 21, 2014 | 4765 views

 

Understanding the Internet Shopper

Dec 6, 2013 | 3337 views

 

Arroyo Talks F&I Conference, Dodd-Frank Act

Aug 29, 2013 | 10733 views

 

The How’d-That-Feel Sale

Jun 6, 2013 | 3349 views

 

Give Buyers a Free 'No'

May 28, 2013 | 3976 views

 

Where's the Customer?

May 21, 2013 | 2465 views

Blog

So Here's the Deal

Ronald J. Reahard
[Video] Selling to Short-Term Owners

By Ronald J. Reahard
The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

(Video) 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

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Resolution Needed

By Gregory Arroyo
The editor shares some insider information regarding the industry’s efforts to get the Defense Department to reconsider last month’s interpretive rule regarding the sale of GAP and credit insurance to military consumers.

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

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

Mad Marv

Marv Eleazer
Chargeback Prevention

By Marv Eleazer
How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

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

G.O.Y.A.

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