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August 19, 2014

F&I Tip of the Week: Rehashing Deals

United Development Systems' Gerry Gould recalls a tip his first F&I director gave him on rehashing deals. It involves two highlighters and a conversation with the credit-challenged customer.

August 14, 2014

10.5 Ways to Create Customer Interest

The magazine’s resident F&I pro thinks F&I managers can take a cue from the Duke of Wellington, who once said, ‘Wise people learn when they can. Fools learn when they must.’

July 22, 2014

Joe Verde Releases New eBook

The new eBook explains the 10 technical skills every automotive sales manager needs to help his or her salespeople improve. The eBook is the second in a planned series and is available for free.

July 22, 2014

F&I Tip of the Week: Selling Environmental Protection

Gerry Gould, director of training for United Development Systems, explains how a cell phone and a golf ball can help customers understand the benefits of environmental protection.

July 15, 2014

F&I Tip of the Week: The 'My Friend is a Mechanic' Objection

In F&I's Tip of the Week, United Development System’s Gerry Gould says that talking about technology can be a great starting point when a customer claims they have a friend who can fix their vehicle.

July 14, 2014

People, Process, Pay Plans

Top F&I mind says there are nine components that need to be in every F&I pay plan. Not only do they provide the right motivation, they can be the key to retaining top talent.

July 1, 2014

F&I Tip of the Week: Criteria Selling

United Development System’s Gerry Gould says there’s a way to take your F&I performance to the next level. It’s called criteria selling. He explains what it is in F&I’s Tip of the Week.

June 24, 2014

F&I Tip of the Week: Avoiding Bad Months

Bad days are unavoidable. But there’s one thing good F&I pros rely on to avoid a bad week and a bad month. United Development Systems’ Gerry Gould reveals what it is in his latest installment of F&I’s Tip of the Week.

June 9, 2014

F&I Tip of the Week: Selling Paintless Dent Removal

Spotting that first ding on your new car can be crushing. United Development Systems' Gerry Gould says F&I managers need to help consumers relive that moment when presenting paintless dent removal.

June 2, 2014

Pay Plans Revisited

Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine’s F&I expert has the answer, a plan that accounts for a new market dynamic.