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January 1, 2005

People Make Policies Work

Conducting business ethically and honestly must be embraced by every employee for a compliance policy to be effective. When deviations occur, clear consequences should be upheld.

January 1, 2005

Customers Relate to Tire & Wheel Mishaps

Tire & wheel road hazard protection is gaining popularity because it's an easy solution to an all-too-common problem.

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.

July 1, 2003

How to Use the Option Close

The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.

July 1, 2003

F&I Professional – Or F&I Pretender?

In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz and find out!

July 1, 2003

Auto Theft Rise Means F&I Opportunity

With motor vehicle theft rates rising for the first time in a decade, an educational sales approach can put F&I managers in the driver’s seat to boost sales.