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February 19, 2013

[Video] Tip of the Week: Selling to Good and Lucky Drivers

How do you respond to customers who say they’ve never been in an accident and don’t need GAP? United Development Systems' Gerry Gould has the answer in F&I’s Tip of the Week.

February 19, 2013

Selling to Good and Lucky Drivers

How do you respond to customers who say they’ve never been in an accident and don’t need GAP? United Development Systems Gerry Gould has the answer in F&I’s Tip of the Week.

February 5, 2013

A Newbie’s Guide to F&I

When His Madness asked his F&I friends to provide some words of wisdom to F&I newbies, he found a few nuggets of advice for grizzled vets as well.

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.

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.