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

Nov 18, 2014 | 3234 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3198 views


F&I Tip of the Week: Selling Key Replacement

Jun 17, 2014 | 3120 views


Selling Piece of Mind

Apr 9, 2013 | 3095 views


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

Apr 23, 2015 | 2964 views


F&I Tip of the Week: Maximizing the Deal

Dec 15, 2016 | 2926 views


F&I Tip of the Week: Avoiding Bad Months

Jun 24, 2014 | 2894 views


Building a Better Evidence Manual

Apr 18, 2013 | 2866 views


F&I Tip of the Week: Follow the Recipe

Nov 10, 2014 | 2593 views


F&I Tip of the Week: Setting Expectations

May 28, 2015 | 2557 views


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

Jul 29, 2014 | 2549 views


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

Jun 30, 2015 | 2536 views


Where's the Customer?

May 21, 2013 | 2483 views


F&I Tip of the Week: The Right Way to Listen

Jun 23, 2015 | 2456 views


F&I Tip of the Week: Measuring F&I Success

Jun 18, 2015 | 2452 views


Time to Eliminate

Jan 15, 2013 | 2448 views


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