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January 1, 2007

Finding, Hiring and Keeping Winners

Finding a winning F&I manager takes more than a gut feeling. It takes a good selection process, ongoing training and a pay plan that reinforces goals and objectives.

September 1, 2006

Lift Off! Taking Leadership to the Next Dimension

A well-run, successful dealership starts with strong management. Develop a plan and continually emphasize its importance to all employees.

August 1, 2006

Temporary F&I Specialists Help Dealers Fill the Void

Every dealership is short staffed at times due to vacations, leaves of absence, resignations or terminations. Access to highly-trained substitutes keeps operations flowing and can even improve profitability.

May 1, 2006

Hiring Process Determines End Results

Customer loyalty is often related to employee retention, making the initial selection of staff members critical. Prepare for interviews, use assessment tools and start new employees off right with thorough training.

March 1, 2006

It's Time to Take Action

The first step toward effective training is making the decision to seek instruction. You need to identify your expectations and know your personal learning style to get the best results.

December 1, 2004

Geometric Growth in F&I

It only takes a few subtle improvements in your F&I approach to achieve a huge jump in your numbers.

July 1, 2004

F&I = Future-Oriented & Innovative

To stay at the top of your game in this ever-changing industry, redefine the way you do F&I.

May 1, 2004

Part 5: Negotiate the Plan

Mastering the art of negotiation includes using the power of small numbers and making an impression with your last words.

March 1, 2004

Part 4: The Presentation

On your mark . . .

February 1, 2004

Part 3: Interview for Product Cues

In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.