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November 1, 2011

Debating the Hybrid Manager

The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.

October 7, 2011

The Heartbeat of the Deal

Even the most talented sales teams need supervision. “Da Man” has a plan for keeping your process running like clockwork.

October 7, 2011

Momentum: Getting It and Keeping It

The magazine’s sales columnist delves deeper into his call for change in Part 2 of a two-part series on creating sales momentum at your dealership.

October 7, 2011

Reorganizing the Desk

The desk can be critical to a dealership’s success, but overstepping its boundaries can leave a store vulnerable. The magazine’s F&I pro draws a line in the sand.

August 16, 2011

VIDEO: Tip of the Week

Gerry Gould, United Development Systems’ director of training, talks about why the location of the customer interview is so important in Part 2 of this three-tip series.

August 5, 2011

Character Development

Chris ‘Captain Credit’ Cochran struck gold for Haddad Dealerships with a social media promotion that grew into a standalone special finance department.

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.