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February 4, 2016

F&I Tip of the Week: The Impact Statement

Knowing your product’s features and benefits is critical, but F&I trainer John Vecchioni says that information won’t do any good without a solid impact statement. Find out what he means in his latest F&I Tip of the Week.

February 4, 2016

AFIP Online Training Now on LightSpeed

The Association of Finance & Insurance Professionals has partnered with LightSpeed, an interactive virtual training system provider, to host its online certification program

January 26, 2016

F&I Tip of the Week: Coverage Beyond the Factory Warranty

F&I trainer Gerry Gould admits his newest tip was inspired by a simple statement an F&I manager made to a customer. Find out what the producer said in Gould’s newest F&I Tip of the Week.

January 26, 2016

2011 F&Idol Winner Joins F&I Think Tank Roster

G.P. Anderson will be one of the featured presenters at F&I Think Tank, a one-day event that will precede Dealer Summit 2016 on Tuesday, May 3, at the Sheraton Tampa Riverwalk Hotel.

January 22, 2016

F&I Trainer Gould Added to Dealer Summit Roster

Organizers of Dealer Summit announced that Gerry Gould, director of training for United Development Systems Inc. (UDS), will lead a session dedicated to F&I product sales at the event, which will be held May 3–5, 2016, at the Sheraton Tampa Riverwalk Hotel.

January 21, 2016

(In Spanish) F&I Tip of the Week: Invest in Yourself

There aren’t many investments that guarantee positive returns. F&I trainer Fernando Romani has an investment that you can make that will yield positive returns every single time.

January 19, 2016

F&I Tip of the Week: Using In-Car Tech to Sell VSCs

Study after study shows that in-car tech is the main reason for the recent declines in vehicle quality. F&I trainer Gerry Gould says there’s one question F&I pros can ask customers that will tee up a discussion on how a service contract can keep those creature features operational.

January 11, 2016

Credibility Does Sell

Top trainer says rapport moves the metal, but credibility moves the paper. He lists five ways F&I managers can build product-moving credibility.

December 9, 2015

The Emotional Side of Selling

Top trainer reminds F&I pros to occasionally set aside the logical flow of product presentations and let emotions take over.

November 25, 2015

5 Ingredients for F&I Success

The definition of F&I success may vary, but sustained production depends on industry and product knowledge, commitment, preparation and self-discipline.