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July 28, 2015

F&I Tip of the Week: Selling Security Coding

F&I trainer Gerry Gould relays a story of a neighbor who had his car stolen out of an airport parking lot. The good news is the unfortunate victim heeded Gould’s advice and opted for security coding. And his story provides some nice “How’d Ya Feel” material when selling the protection product.

July 16, 2015

Win a Trip to Industry Summit 2015

IAS and F&I and Showroom magazine have launched a new contest that will send five F&I managers to Industry Summit 2015. The competition will be used to tee up a special F&I manager- and agent-only workshop session at the magazine’s annual conference.

July 9, 2015

F&I Tip of the Week: Selling Theft and Vehicle-Recovery Products

John “The F&I Professor” Vecchioni explains why theft-deterrent and vehicle-recovery products are typically underperforming F&I protections in most stores. He also offers a few tips on how to change that.

July 2, 2015

F&I Tip of the Week: Establishing a Referral Program

Do you want more touches? The F&I Professor John Vecchioni explains why F&I managers need to establish a referral system that will feed the showroom and keep customers flowing into F&I.

June 30, 2015

F&I Tip of the Week: Writing Your Own Check

F&I trainer Gerry Gould has a question for F&I managers who say their check isn’t big enough: Are you doing everything you can to make your check the biggest it can be?

June 18, 2015

F&I Tip of the Week: Measuring F&I Success

Profitability and product penetrations might be the typical measures of F&I success, but John ‘The F&I Professor’ Vecchioni says there’s a better way to guage success in the F&I office.

June 16, 2015

Service Group Tabs Dupaquier as Director of Training Center

F&I trainer Tony Dupaquier was named director of Service Group's national training center. He will teach classes and develop the school's curriculum and marketing outreach.

June 16, 2015

F&I Tip of the Week: Handling 'Can I Think About It?' Situations

What do you do when customers ask if they can think about it? F&I trainer Gerry Gould has the answer in his latest F&I Tip of the Week.

June 2, 2015

F&I’s New Mantra

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

May 28, 2015

F&I Tip of the Week: Setting Expectations

Do you inform your customers about how today’s technologically advanced vehicles will impact their cost of ownership? F&I trainer Drew Leslie explains why you should in his latest F&I Tip of the Week.