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F&I Tip of the Week: The Follow-Up Opportunity

Jan 19, 2017 | 2235 views

 

F&I Tip of the Week: The Maintenance Upsell

Jun 9, 2015 | 3334 views

 

ADTV: Gerry Gould Talks Industry Summit 2014

Sep 3, 2014 | 8607 views

 

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

Jul 29, 2014 | 2372 views

 

F&I Tip of the Week: Criteria Selling

Jul 1, 2014 | 2271 views

 

Auto Dealer TV: Toyota's Milestone Penalty

Mar 27, 2014 | 4731 views

 

Auto Dealer TV Debuts

Mar 21, 2014 | 4535 views

 

Arroyo Talks F&I Conference, Dodd-Frank Act

Aug 29, 2013 | 10513 views

 

Presenting the Right Product Options

Jan 29, 2013 | 1878 views

 

Embrace the Spotlight

Jan 24, 2013 | 2148 views

 

Transitioning to the Menu

Jan 17, 2013 | 2551 views

 

Building a Credit Application Business

Dec 20, 2012 | 1640 views

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Blog

So Here's the Deal

Ronald J. Reahard
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
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

(Video) Measuring Up

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
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

What’s Your Take?

By Gregory Arroyo

Mad Marv

Marv Eleazer
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.

G.O.Y.A.

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

Industry Summit: It’s Worth the Investment

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