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December 6, 2013

Understanding the Internet Shopper

Customers are taking to the Internet every day to structure their own deals based on how much they can realistically afford to put down and pay per month. So why aren’t they being as truthful once they enter the dealership? United Development Systems’ Gerry Gould weighs in.

October 3, 2013

Dent Wizard Hires Regional F&I Director

Sonny Mondia will manage the F&I product provider’s Midwestern U.S. region, as well as the Canadian market. He will report to Dent Wizard’s National F&I Director Aaron Cooper.

June 17, 2013

[Video] F&I Tip of the Week: Selling Tire and Wheel

United Development Systems’ Gerry Gould continues with his “How’d That Feel” sales series with a few words on selling Tire and Wheel protection. Here’s a hint: It’s all in the delivery.

May 28, 2013

Give Buyers a Free 'No'

Most customers will say ‘No’ when you ask them if they have any questions about the products you presented on the menu. But there’s a small twist you can add to the end of that question that will determine how the rest of the conversation goes.

May 21, 2013

Where's the Customer?

Do you want to see more deals from your sales consultants? Then there's one question you need to avoid asking your salespeople, says United Development Systems’ Gerry Gould. Find out what it is in F&I's Tip of the Week.

April 30, 2013

Setting the Right Tone

If “In the event” is in your script, check out Gerry Gould's newest tip on why that wording may not be setting the right tone.

April 9, 2013

Selling Piece of Mind

Ever have a customer object to an F&I product by saying the never used the last coverage they purchased? Gerry Gould offers a response to that objection, one he says F&I managers need to utilize more often.

February 28, 2013

Dictate Your Destiny

United Development Systems’ Gerry Gould provides a pep talk in his latest installment of F&I Tip of the Week. The message: Take control of your own destiny.

February 6, 2013

Customer’s Choice

What do successful baseball players, fishermen, restaurateurs and F&I managers have in common? The magazine’s F&I expert has the answer.

January 24, 2013

[Video] Tip of the Week: Embrace the Spotlight

United Development Systems’ Gerry Gould provides a nice pep talk to those in the box, reminding F&I producers everywhere that the spotlight goes on the minute you step out of your office.