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May 2, 2017

Credit App Fraud Not a Victimless Crime

Falsifying any of the five key credit determinants on a credit application generates a long list of potential victims inside and outside the dealership.

May 2, 2017

What’s the Rush?

When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

May 2, 2017

The New Stooges

The Alpha Dawg predicts that the latest round of technology disrupters will deliver more missed opportunities than closed deals.

May 2, 2017

Trading Rate for Product

A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

April 4, 2017

F&I Tip of the Week: The Aging Effect

F&I trainer Gerry Gould revisits his Aug. 2 F&I Tip of the Week (“The ‘Just in Case’ Close”) and offers a little spin on the close.

March 23, 2017

F&I Tip of the Week: Listen to Understand, Not Reply

Are you listening to reply? F&I trainer Gerry Gould explains why you shouldn’t in his latest F&I Tip of the Week.

March 20, 2017

Wise F&I Product Suite Now Available Through MaximTrak

Wise F&I’s voluntary protection products are now accessible through MaximTrak, a RouteOne company. According to officials, connecting the firm's F&I protections to MaximTrak’s F&I menu system demonstrates its focus on compliance, technology and simplicity for the customer.

March 7, 2017

Remote Deliveries: Proceed With Caution

When it comes to out-of-state deliveries, the magazine’s resident compliance guru says proceed with caution. He lays out a simple process for guarding your dealership against ID thieves.

March 7, 2017

The Big Difference: Statements vs. Objections

F&I trainer explains why handling statements like objections can put customers on the defensive and cost you the opportunity to illustrate the benefits of protection products.

March 7, 2017

Simple Is as Simple Does

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.