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Selling With Purpose

Feb 5, 2013 | 2330 views


Setting and Presenting the Menu

Jan 31, 2013 | 4937 views


Presenting the Right Product Options

Jan 29, 2013 | 1898 views


Embrace the Spotlight

Jan 24, 2013 | 2184 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3091 views


Transitioning to the Menu

Jan 17, 2013 | 2580 views


Time to Eliminate

Jan 15, 2013 | 2347 views


The Service Walk Reloaded

Jan 8, 2013 | 1962 views


Building a Credit Application Business

Dec 20, 2012 | 1673 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1858 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3716 views


Interior/Exterior Protection

Dec 6, 2012 | 2035 views



Dec 4, 2012 | 1946 views


The Sales Meeting Done Right

Nov 28, 2012 | 2197 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1737 views


Credit Union

Nov 20, 2012 | 1953 views


The Menu Presentation

Nov 7, 2012 | 2187 views


Forget the Interview

Nov 6, 2012 | 1664 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1431 views


Guaranteed Asset Protection

Oct 25, 2012 | 1378 views


Tips from the Field

Sep 18, 2012 | 1409 views


Powertrain Coverage

Sep 7, 2012 | 1363 views


Selling On Leasing

Aug 29, 2012 | 1310 views


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.


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