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Training Calendar

Skills for the Business Manager with FILES Certification

7/6/2015 - 7/10/2015

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Training Calendar

Skills for the Business Manager with FILES Certification

7/13/2015 - 7/17/2015

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Blog

So Here's the Deal

Ronald J. Reahard
Selling to Affluent Customers

By Ronald J. Reahard
An F&I pro from California is having trouble selling F&I protections to his affluent customer base. The magazine’s F&I wiz has the answer.

[Video] The Two-Part Objection

By Ronald J. Reahard
An F&I professional from Missouri is having trouble with customers who say they don’t need and can’t afford a service contract. The magazine’s F&I wiz weighs in.

[Video] Overcoming the Warranty Objection

By Ronald J. Reahard

[Video] Creating Interest

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Watch Your Speed

By Gregory Arroyo
After buying a new car, the editor pumps the brakes on calls for a speedier transaction.

For the Record

By Gregory Arroyo
The editor is forced to make a clarification after getting stung by curious phrasing in the FTC’s press release announcing Operation Ruse Control. He concludes that the agency has F&I in its sights.

GM’s Message to F&I

By Gregory Arroyo

Repairing Our Reputation

By Gregory Arroyo

Mad Marv

Marv Eleazer
Spotting the Issue

By Marv Eleazer
His Madness has a new fan base looking for answers. This month, he reveals who they are, what they want and why dealerships need to listen up.

First Impressions

By Marv Eleazer
Inspired by all the preparation and care going into the new repair facility at his store, His Madness breaks down the six things he does to ensure his customers get the professional experience they deserve.

Bluetooth Blues

By Marv Eleazer

What Slump?

By Marv Eleazer

On the Point

Jim Ziegler
Packing Heat

By Jim Ziegler
Da Man says he still receives questions about how much ‘leg’ sales needs to leave in a deal for the F&I manager. His answer: Don’t even think about it.

Showroom Showdown

By Jim Ziegler
Every great Western had a great villain, but Da Man says not every dealership needs a Lee Van Cleef sitting in the finance office.

A Battle Rages

By Jim Ziegler

A Dying Breed

By Jim Ziegler

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