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July 9, 2015

F&I Tip of the Week: Selling Theft and Vehicle-Recovery Products

John “The F&I Professor” Vecchioni explains why theft-deterrent and vehicle-recovery products are typically underperforming F&I protections in most stores. He also offers a few tips on how to change that.

July 2, 2015

F&I Tip of the Week: Establishing a Referral Program

Do you want more touches? The F&I Professor John Vecchioni explains why F&I managers need to establish a referral system that will feed the showroom and keep customers flowing into F&I.

June 30, 2015

F&I Tip of the Week: Writing Your Own Check

F&I trainer Gerry Gould has a question for F&I managers who say their check isn’t big enough: Are you doing everything you can to make your check the biggest it can be?

June 25, 2015

F&I Tip of the Week: Trainer Explains Why Customers Reject Service Contracts

Customers will offer up a variety of reasons why they don’t want a service contract, but the F&I Professor John Vecchioni says there’s only one true reason why they’ll drive off without the protection.

June 23, 2015

F&I Tip of the Week: The Right Way to Listen

Do you listen to your customers with the intent to reply or the intent to understand? F&I trainer Gerry Gould explains why it matters and how he learned the difference the hard way.

June 23, 2015

Equifax, 700 Credit Expand Partnership

The two firms announced today that they have expanded their relationship to provide dealers and their F&I offices with a fully integrated income and employment verification solution.

June 18, 2015

F&I Tip of the Week: Measuring F&I Success

Profitability and product penetrations might be the typical measures of F&I success, but John ‘The F&I Professor’ Vecchioni says there’s a better way to guage success in the F&I office.

June 16, 2015

F&I Tip of the Week: Handling 'Can I Think About It?' Situations

What do you do when customers ask if they can think about it? F&I trainer Gerry Gould has the answer in his latest F&I Tip of the Week.

June 9, 2015

F&I Tip of the Week: The Maintenance Upsell

With vehicle OEMs offering two to four years of complimentary maintenance, F&I trainer Gerry Gould says upselling that coverage, especially in the service drive, should be a no-brainer.

June 2, 2015

Excel-erate the Experience

Making customers wait can doom the F&I process before it begins. The magazine’s resident F&I trainer details a time-saving process designed to put customers in a buying mood.