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August 23, 2016

F&I Tip of the Week: Turning Cost Into a Minor Issue

In this week’s F&I Tip of the Week, F&I trainer Gerry Gould shares a technique for making cost a nonfactor for payment-conscience buyers.

July 12, 2016

F&I Tip of the Week: The Credit Interview

Having the right answers and staying credible with your buyer are critical when going to bat for a customer with derogatory credit. F&I trainer breaks down the credit interview in his latest installment of F&I Tip of the Week.

February 18, 2016

Top F&I Trainers Headed to F&I Think Tank

Celebrated F&I trainers Luis Garcia, Gerry Gould and Rick McCormick will join forces at F&I Think Tank to lead Shark Tank, a 20 Group-like session that will allow attendees to get answers to troublesome customer objections, deal situations and departmental issues.

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 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 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.

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.

November 10, 2015

F&I Tip of the Week: Teeing Up the Pitch

F&I trainer Gerry Gould says there’s one question that will always get a favorable answer, one that tees up an F&I manager's pitch. Find out what it is in this week’s F&I Tip of the Week.

October 20, 2015

F&I Tip of the Week: Selling Paintless Dent Removal

F&I trainer Gerry Gould says the key to selling paintless dent removal is to get customers to recall their unfortunate experience. He shows you how in his latest F&I Tip of the Week.

August 21, 2015

Gould, Romani Discuss Industry Summit's 2015 Program

F&I Trainers Gerry Gould and Fernando Romani discuss Industry Summit's 2015 program ( They also talk about what attendees can expect from their "Actions Speak Louder Than Words" workshop on Wednesday, Sept. 9, at 10:40 a.m.