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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

300 Percent Rule Examined

The magazine’s resident legal expert isn’t often baffled when it comes to all things F&I, but the 300 percent rule was a new one for him.

January 18, 2013

Regulators Reach Out

The CFPB has offered its first invitation to the auto finance segment, and the editor has a few thoughts for the agency — if it would just return his calls.

January 17, 2013

Transitioning to the Menu

It's an efficiency tool and a compliance tool all wrapped into one. But when should an F&I manager introduce the F&I menu? The F&I Professor, John Vecchioni, provides his answer F&I's Tip of the Week.

December 13, 2012

Meeting and Greeting With Purpose

A good meet and greet in the showroom should seamlessly transition into an F&I manager’s discovery process. But before you ask your next customer how many miles he or she averages per year, check out John Vecchioni’s F&I Tip of the Week.

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.

September 6, 2011

What’s My Buy Rate?

Rising to defend the industry in the pages of Newsweek, the editor learns that it’s not always easy to explain what goes on in the F&I office.

September 6, 2011

The Interview

A five-minute interview can go a long way toward putting customers at ease, and it may even lead to a nice boost in F&I profit per vehicle retailed. F&I trainer breaks down the process.

February 1, 2010

Upgrading to F&I 4G

In the ‘70s, it was the assumptive close. In the ‘80s, it was step-selling. The ‘90s brought along the F&I Menu. Expert shows you how F&I’s newest upgrade can take sales and profits from ‘woe’ to ‘WOW.’

August 1, 2009

10 F&I Landmines to Avoid

F&I veteran gives 10 reasons why you should set aside the old ways of doing business and embrace the new reality facing the industry.