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February 6, 2013

Customer’s Choice

What do successful baseball players, fishermen, restaurateurs and F&I managers have in common? The magazine’s F&I expert has the answer.

January 15, 2013

Westward Expansion

As the industry recovers, California continues to serve as the bellwether state for car sales nationwide.

December 7, 2012

Debunking Base Payment Myths

The editor searches for the origins of a mythical menu requirement and explains how even nonexistent rules can help promote compliance.

December 7, 2012

Fear Factor: When Customers Say 'No'

His Madness offers a little pep talk to remind F&I pros that if anybody has reason to be afraid of making a wrong turn, it shouldn’t be you.

November 14, 2012

The Good Humor Gal

Dina Wilson is this year’s F&Idol winner, and she says her ability to joke around with customers is the secret to her prize-winning video — and her most powerful sales tool.

November 13, 2012

Paper or Plastic?

The editor believes those who rail against the tablet menu are missing the point. He understands and appreciates the concerns raised so far, but he thinks the industry needs to debate something else first.

August 7, 2012

F&I Is Not the Problem

Study after study points to a disconnect between Gen Y and the F&I office, but the editor thinks it’s time for dealers to come to the defense of their most profitable department.

June 7, 2012

Watch for the Newsmaker

Dealers are looking over their shoulders for signs of federal regulators, and rightly so. But the greater threat lives closer to home.

June 5, 2012

In With the New

His Madness offers a few spring cleaning items you need to take care of before those key selling months roll around.

August 18, 2009

Calculating Tomorrow’s ROI on Internet Leads

Internet leads can be frustrating, but there can be hidden treasures in each one. Rob Hagen goes on a digging expedition, and shows you why there is no such thing as a bad lead.