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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.

December 1, 2005

Creating the Ultimate F&I Pay Plan

F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.

May 1, 2005

Wanted: A Jack of All F&I Trades

An F&I manager must perform a broad range of duties, including helping customers, interacting with the sales team and lenders, keeping abreast of changing laws and maintaining a desired level of dealership profitability.

September 1, 2004

F&I Pay Plans That Get Results

Pay plans that directly promote dealership objectives such as high CSI scores or minimal contracts-in-transit can work wonders toward meeting those goals.

July 1, 2004

F&I = Future-Oriented & Innovative

To stay at the top of your game in this ever-changing industry, redefine the way you do F&I.

July 1, 2003

F&I Professional – Or F&I Pretender?

In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz and find out!