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January 24, 2013

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.

January 22, 2013

Breaking Down the ‘Meet and Greet’

Fifteen percent of a successful sale is due to product knowledge, while 80 percent is due to a salesperson’s ability to connect with his or her customer. The F&I Professor breaks down a process for the meet and greet to help drive a better customer connection.

January 17, 2013

5 Compliance Checkpoints

The magazine’s resident compliance auditor provides a checklist that will help your store steer clear of state and federal regulators in 2013.

January 10, 2013

[Video] Tip of the Week: Selling the Vehicle Service Contract

Do you understand the theory of Possible vs. Probable? Well, it’ll help you sell more vehicle service contracts if you do. The F&I Professor weighs in.

January 8, 2013

The Service Walk Reloaded

It’s a fact that salespeople who conduct the service walk achieve higher grosses on the vehicles they sell. So why doesn’t every sales consultant do it? Gerry Gould weighs in, and covers the F&I manager’s roll in this important step on the road to a sale.

January 3, 2013

[Video] Tip of the Week: Presenting the Value

The national average for service-contract penetration stands between 30 and 40 percent, which means about 65 percent of customers are denying the product. So, who’s making the right decision? United Car Care’s John Vecchioni weighs in.

September 18, 2012

[Video] Tip of the Week: F&I Manager Talks Props, Repeat Customers, Service-Drive Sales

It’s rare that a customer requests an F&I manager by name, but Gerry Gould has found one. He goes one-on-one with this longtime F&I manager to get his secrets to capturing repeat business and turning service advisors into F&I advocates. Click on the link to find out what else they talked about.

August 10, 2012

Steps to the SpiFi Interview

F&I managers must decide for themselves whether the customer interview is advisable or expendable, but the magazine’s subprime insider says it’s mandatory for special finance managers.

February 2, 2012

Head of the Class

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

January 17, 2012

Training the Manager

It’s not a ‘knowing’ problem that plagues dealerships; it’s a ‘doing’ problem. ‘Da Man’ explains why most training efforts fail before the trainer even leaves the store.