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November 14, 2017

Handling the ‘Last Car’ Objection

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

November 14, 2017

To Catch a Thief

The magazine’s resident compliance pro says Red Flags tools aren’t foolproof. He offers four tips for vetting suspicious buyers who seem to have all the right answers.

November 14, 2017

G.O.Y.A.

His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

October 17, 2017

The Little Things

Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

October 11, 2017

The Past, Present and Shifting Future of F&I

Finance teams of the future will be staffed with professionals whose goals align with those of the dealer and whose jobs are supported — not replaced — by new and emerging technology.

October 10, 2017

There Is Power in Alliances

Top trainer lists four ways to build an interdepartmental culture that rewards customers while maximizing the opportunity for F&I product sales.

October 10, 2017

Sold But Not Closed

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

September 18, 2017

F&I’s Compliance Driver

An electronic menu can do more than drive the F&I process. Compliance expert offers standards and practices you can use to unlock an emenu’s true potential.

September 18, 2017

Redefining the ABCs of Sales

Trainer believes in the power of persuasion but wants F&I pros to back it with effective training, sincere needs-discovery, and a personalized approach.

September 8, 2017

RoadVantage Donates Free F&I Videos to the Industry

The F&I program provider released a series of non-brand-specific videos designed to raise consumer awareness about nine F&I protections and the value they provide vehicle owners. The videos can be downloaded for free and posted to a dealer’s website or played in a dealership’s waiting room.