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July 5, 2011

Challenging the Status Quo

Does life in the car business really mean working ‘bell to bell’? Is good talent really that difficult to find? Sales columnist offers Part One of his take on how to fix one of the industry’s biggest problems.

July 5, 2011

It Takes Two

The magazine’s F&I columnist revisits pay plans and offers some food for thought before, during and after negotiations.

May 1, 2011

Checks and Balances

As the finance director and compliance officer for three stores, Charlene Burch-Heinzig has helped keep her group on the road to success.

April 4, 2011

Leave the Hybrids to the Manufacturers

Has the industry gone mad? The magazine’s in-the-trenches columnist fires a shot across the bow of the push toward a combined sales/F&I manager.

May 1, 2010

5 Roadblocks to F&I Success

It’s still the one department where profits are made, but the F&I office can’t do it alone. Veteran trainer breaks through F&I’s five biggest roadblocks.

July 1, 2009

Tricks of the Trade

So I stirred up a little controversy on the forum recently. I posted a solicitation for strategies to entice lenders to buy a deal. My inquiry was spurred by a recent conversation with a veteran F&I director.

June 1, 2009

Bring in the Specialists

In today’s market, priming the vehicle selection process with an accurate assessment of the customer’s credit standing doubles the odds of a sale.

August 1, 2006

Temporary F&I Specialists Help Dealers Fill the Void

Every dealership is short staffed at times due to vacations, leaves of absence, resignations or terminations. Access to highly-trained substitutes keeps operations flowing and can even improve profitability.

June 1, 2006

Creating the Perfect F&I Pay Plan

F&I pay plans should motivate employees to sell more products and have clear compensation guidelines. If you’re constantly reworking the pay plan, it’s time for a new one.

June 1, 2006

F&I’s High-Value Role in the Dealership

F&I professionals are well positioned to take a leadership role in the dealership because of their range of knowledge. Valuable managers try to help everyone involved in the sale and purchase of a new vehicle.