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March 31, 2015

F&I Tip of the Week: Building an Evidence Manual

UDS’ Gerry Gould breaks down your evidence manual's must-haves in this week’s edition of F&I’s Tip of the Week.

March 24, 2015

F&I Tip of the Week: Batting Practice

With spring training in full swing, F&I trainer Gerry Gould offers a few words about the importance of practice and preparation. As he says, the last place you want to get in a little practice time is in front of the customer.

February 26, 2015

F&I Tip of the Week: Stopping Payment Quotes on the Lot

How do you stop salespeople from quoting interest rate and payment on the lot? United Car Care’s John Vecchioni shows you how in his latest installment of F&I’s Tip of the Week.

January 20, 2015

The D.R.I.I.L. That Kills

Menu expert says technology can’t solve everything. He breaks down five behaviors that can doom a dealership’s bottom line.

January 20, 2015

F&I’s Core Principle

F&I trainer says that making the process all about the customer creates a buying environment that no amount of selling can create.

December 30, 2014

F&I Tip of the Week: Handling the ‘Third Base Coach’

There’s nothing more aggravating than having a customer enter the F&I office with a trusted advisor. F&I trainer Gerry Gould shares a tip on how to handle the third base coach.

December 17, 2014

Culture Change

Faulkner-Ciocca Ford is achieving big numbers in its small Pennsylvania borough. The secret to the store’s success is an approach that has torn down the walls between sales and F&I.

December 16, 2014

F&I Tip of the Week: Products that Complement

F&I trainer Gerry Gould delves into menu structure and explains how product arrangement can lead customers back to the premium package.

November 20, 2014

CFPB Needs a New 'Tool,’ Study Finds

F&I and Showroom delves into a new study commissioned by the American Financial Services Association. It concludes that the CFPB’s use of the BISG proxy method is “conceptually flawed” and could lead to overstatement of alleged harm to consumers.

November 18, 2014

F&I Tip of the Week: Selling the "Y"

"Dependability" and "Reliability" are two words that reign supreme in the minds of car buyers. But there are two other words that end in  "Y" that F&I managers need to remind customers of when they reach their office. Click on the link to find out what they are.