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Selling With Purpose

Feb 5, 2013 | 2279 views


Setting and Presenting the Menu

Jan 31, 2013 | 4748 views


Presenting the Right Product Options

Jan 29, 2013 | 1864 views


Embrace the Spotlight

Jan 24, 2013 | 2124 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3007 views


Transitioning to the Menu

Jan 17, 2013 | 2538 views


Time to Eliminate

Jan 15, 2013 | 2261 views


The Service Walk Reloaded

Jan 8, 2013 | 1907 views


Building a Credit Application Business

Dec 20, 2012 | 1621 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1808 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3626 views


Interior/Exterior Protection

Dec 6, 2012 | 1987 views



Dec 4, 2012 | 1895 views


The Sales Meeting Done Right

Nov 28, 2012 | 2124 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1697 views


Credit Union

Nov 20, 2012 | 1914 views


The Menu Presentation

Nov 7, 2012 | 2099 views


Forget the Interview

Nov 6, 2012 | 1632 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1390 views


Guaranteed Asset Protection

Oct 25, 2012 | 1341 views


Tips from the Field

Sep 18, 2012 | 1383 views


Powertrain Coverage

Sep 7, 2012 | 1298 views


Selling On Leasing

Aug 29, 2012 | 1274 views


So Here's the Deal

Ronald J. Reahard
Handling the ‘Last Car’ Objection

By Ronald J. Reahard
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Sold But Not Closed

By Ronald J. Reahard
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard

It's OK to Be Nervous

By Ronald J. Reahard

Done Deal

Gregory Arroyo
It Is Unwise to Lower Your Defenses

By Gregory Arroyo
The editor wonders how regulators, including two new mini-CFPBs in Pennsylvania and Maryland, view a consumer advocacy group’s highly critical report on how dealers price F&I protections.

What's Really Behind the Subprime Pullback?

By Gregory Arroyo
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo

Connecting the Dots

By Gregory Arroyo

Mad Marv

Marv Eleazer

By Marv Eleazer
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

The Little Things

By Marv Eleazer
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer

6 Ways to Deliver Exceptional Service

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