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So Here's the Deal

Ronald J. Reahard
Creating Interest

By Ronald J. Reahard
The magazine’s resident F&I wiz says answering the customer’s true objection to extended coverage is just a matter of creating real interest in the product.

The ‘No Need’ Objection

By Ronald J. Reahard
A Kentucky F&I pro asks how to build value in the service contract when a customer feels confident in the quality of the brand they’re buying.

A New Resource

By Ronald J. Reahard

Stump the Pro

Tony Dupaquier
Determining the Need

By Tony Dupaquier
The magazine’s objection-handling wiz revisits a common barrier to the service-contract sale. His advice? Don’t sell what the customer doesn’t need.

Improving the F&I Experience

By Tony Dupaquier
The magazine’s objection-handling wiz explains why he sought out tools that address today's millennial customer at this year’s NADA Convention and Expo.

Done Deal

Gregory Arroyo
Repairing Our Reputation

By Gregory Arroyo
The editor thinks he knows why improving the customer experience is a top priority for finance sources this year. And he believes dealers need to get on board, especially the F&I office.

Risk Assessment

By Gregory Arroyo
The more dealers venture online to capture sales, the more they put themselves at risk of a data breach. The editor shares some insights he picked up during this year’s Vehicle Finance Conference.

The Mobile Divide

By Gregory Arroyo

The CFPB Strikes Back

By Gregory Arroyo

Mad Marv

Marv Eleazer
What Slump?

By Marv Eleazer
His Madness advises slumping F&I pros to channel their inner Yogi and get back to business.

Casey’s Mighty Lesson

By Marv Eleazer
His Madness delves into American literature to deliver a message to those who say cash deals aren’t their style.

Finding the Right Mix

By Marv Eleazer

Taking Control

By Marv Eleazer

On the Point

Jim Ziegler
A Dying Breed

By Jim Ziegler
‘Da Man’ is impressed with all the latest technology entering the F&I office, but he wonders if the push to update the experience could lead to the extinction of the F&I closer.

Don’t Fear the Money

By Jim Ziegler
Da Man has a message for F&I pros who dread their bosses’ return from their 20 Group meeting.

Stepping Up Your Game

By Jim Ziegler

Haters Will Hate

By Jim Ziegler

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