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So Here's the Deal

Ronald J. Reahard
[Video Tips Included] Value Demonstration

By Ronald J. Reahard
The magazine’s F&I wiz draws up the perfect way to illustrate a pre-owned vehicle’s remaining warranty and the value of purchasing additional coverage.

The Light-Bulb Close

By Ronald J. Reahard
The magazine’s F&I wiz shows a reader from Kentucky how comparing a high-mileage vehicle to a light bulb can demonstrate to a customer the value of a service contract.

Selling to Affluent Customers

By Ronald J. Reahard

[Video] The Two-Part Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Train. Discover. Network.

By Gregory Arroyo
The editor explains the meaning behind Industry Summit’s new tagline. He also discusses a new feature of this year’s program called Tech Talk.

Scoreboard Watching

By Gregory Arroyo
The editor thinks the industry has done well to defend itself against regulatory attacks, but regulators have gotten in a few nice shots as well.

Watch Your Speed

By Gregory Arroyo

For the Record

By Gregory Arroyo

Mad Marv

Marv Eleazer
We’re Not Apple Stores

By Marv Eleazer
His Madness is tired of supposed experts taking aim at the F&I office. He delivers a stern defense of the box and the process that drives it.

Regulatory Pricing

By Marv Eleazer
His Madness casts doubt on federal regulators’ ability to judge the value of F&I products, but he believes the industry must come together to head off any attempts to do so.

Spotting the Issue

By Marv Eleazer

First Impressions

By Marv Eleazer

On the Point

Jim Ziegler
Taking on Water

By Jim Ziegler
Da Man has a warning for dealerships that play those stair-step incentive games: Don’t get caught in the never-ending cycle of phantom profits.

A GM’s Checklist for Profitability

By Jim Ziegler
Da Man offers a checklist of tools and processes every general manager or dealer must have. He also has a message for those who think the road to the sale is dead.

Packing Heat

By Jim Ziegler

Showroom Showdown

By Jim Ziegler

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