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TAG SEARCH RESULT: F&I process

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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.

July 1, 2009

Turn Up F&I Profits In a Down Market!

The current market environment will definitely separate the survivors from the victims. F&I expert provides a road map for doing more than just weathering today’s economic storm.

March 1, 2008

CASE STUDY: Life Without The F&I Department

With dealers facing changing customer expectations, increasing demands from the factories and customer resistance to the sales process, eliminating the F&I department might seem like a good idea. Dealership consultant breaks down what life would be like without the F&I department, and the results aren’t pretty.

September 1, 2004

Part 6: Close the Deal With a Menu

Menus don't sell products — people do. But effectively using them as a tool during the deal will ensure more sales and full disclosure.

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.

February 1, 2004

Part 3: Interview for Product Cues

In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.

October 1, 2003

Part 2: Build Rapport

No one is going to do business with you until they believe you care about what is important to them.