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August 8, 2017

Top-Flight F&I Directors Join F&I Think Tank Roster

F&I Think Tank’s ‘The Director’s Chair’ will feature the F&I director for the magazine’s 2016 F&I Dealer of the Year in Tom Andrews, as well as former F&I Pacesetters Dan Mason and Justin Gasman. It will also feature His Madness, Marv Eleazer, as moderator.

March 9, 2016

The Editor Invites Readers to F&I Think Tank

The editor offers a few details about F&I Think Tank (www.dealer-summit.com), a new event created in conjunction with Ethical F&I Managers — a more than 5,000-member Facebook group founded by Mad Marv Eleazer.

November 18, 2013

Driving Tech Into F&I

Executives from five technology companies say it will take the efforts of those on the front lines to get the F&I office up to speed.

October 22, 2013

Unwind Rewind

The editor discovers that his back-page columnist has turned into Dear Abby for 12 disgruntled car buyers and wonders if their complaints could be a marketing opportunity in disguise.

October 22, 2013

Talent Coach

His Madness admits patience isn’t something that comes naturally, but he recognizes how important it is when it comes to managing people.

May 15, 2013

3 ‘P’s of F&I

His Madness covers three items you won’t find in any new-hire training manual but are critical to your career in F&I. Together, they make up the unwritten rules of life inside a dealership.

March 20, 2013

Preventing the Unexpected

His Madness recounts a little history lesson before offering a primer for snuffing out bad habits and making positive changes.

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 13, 2012

Show Me The Process

The debate at this year’s Industry Summit didn’t change His Madness’ opinion about the mobile menu. But he says there is one thing software makers can do that would.

October 8, 2012

Be the Menu

After recounting the origins of the F&I menu, His Madness reminds us that talent and dedication are the keys to making it an effective sales tool.

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