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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 (

August 18, 2015

Gould Bringing ‘F&I Tip of the Week’ to Industry Summit

Gerry Gould, the original host of F&I and Showroom’s F&I Tip of the Week, will cover the online video series’ Top 20 tips during his role-playing session at Industry Summit 2015.

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 21, 2015

F&I Tip of the Week: Selling Tire-and-Wheel Protection

F&I trainer Gerry Gould offers up a technique for selling tire-and-wheel protection to a customer who declined the coverage on the first pass.

July 7, 2015

F&I Tip of the Week: Key Replacement

UDS’ Gerry Gould thinks it’s never too late to pitch a customer on a product like key replacement. He says it’s all about taking the customer back to how they felt when they lost their keys.

June 23, 2015

F&I Tip of the Week: The Right Way to Listen

Do you listen to your customers with the intent to reply or the intent to understand? F&I trainer Gerry Gould explains why it matters and how he learned the difference the hard way.

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 9, 2015

F&I Tip of the Week: The Maintenance Upsell

With vehicle OEMs offering two to four years of complimentary maintenance, F&I trainer Gerry Gould says upselling that coverage, especially in the service drive, should be a no-brainer.

June 2, 2015

Excel-erate the Experience

Making customers wait can doom the F&I process before it begins. The magazine’s resident F&I trainer details a time-saving process designed to put customers in a buying mood.

June 2, 2015

F&I Tip of the Week: Avoiding the Strikeout

In the F&I office, you only have three strikes before a sale is lost. F&I trainer Gerry Gould shows you how to make the most of your pitches. More importantly, he shows you how to drive that sale home.