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June 2, 2015

F&I’s New Mantra

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

June 2, 2015

F&I Tip of the Week: Avoiding the Strikeout

In the F&I office, you only have three strikes before a sale is lost. F&I trainer Gerry Gould shows you how to make the most of your pitches. More importantly, he shows you how to drive that sale home.

June 2, 2015

Becoming a Better Professional

The AFIP’s executive director says not all goals require a Herculean effort to complete. He lays out a plan for setting and achieving simple, meaningful objectives every 90 days.

May 28, 2015

F&I Tip of the Week: Setting Expectations

Do you inform your customers about how today’s technologically advanced vehicles will impact their cost of ownership? F&I trainer Drew Leslie explains why you should in his latest F&I Tip of the Week.

May 26, 2015

F&I Tip of the Week: Handling the AAA Objection

F&I trainer Gerry Gould breaks down his response to the AAA objection. His approach: Don’t get furious, get curious. Find out what he means in his latest F&I Tip of the Week.

May 19, 2015

F&I Tip of the Week: The ‘I Bought It and Never Used It’ Objection

How do you respond to a customer who says they purchased an F&I product but never used it? Gerry Gould has the answer in F&I’s Tip of the Week.

May 13, 2015

Autosoft Certifies MaximTrak F&I Platform

MaximTrack Technologies’ F&I suite has completed Autosoft’s certification process and now integrates with the tech firm’s FLEX DMS.

May 12, 2015

F&I Tip of the Week: ‘Can I Think About It?’

There’s nothing more aggravating than a customer asking for time to “think about it” after you've delivered a solid product presentation. F&I trainer Gerry Gould offers an effective response in his latest F&I Tip of the Week.

May 1, 2015

Try Before You Buy

The father of the F&I menu is back, and he has a message for companies claiming to have developed the next big thing for F&I.

April 28, 2015

Annual Cost to Own a Vehicle Falls 2%, AAA Finds

Decreases in gas prices and finance charges related to auto loans fueled the decline, but rises in maintenance and tire replacement costs make F&I protections an important consideration for vehicle owners.