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February 1, 2012

Word for Word

Our from-the-trenches columnist says that word-tracks still have their place in the industry — even if he doesn’t necessarily subscribe to their intended purpose.

February 1, 2012

Under Construction

Building the virtual F&I office really shouldn’t be that difficult. If you know how to overcome an objection, you already have your first post.

January 24, 2012

VIDEO: Tip of the Week

F&I Coach John Vecchioni details a simple and effective process for introducing customers to the service department.

January 19, 2012

VIDEO: Tip of the Week

UDS’s Gerry Gould offers a tip for easing into that all-important “which option works best for you” question.

January 17, 2012

Training the Manager

It’s not a ‘knowing’ problem that plagues dealerships; it’s a ‘doing’ problem. ‘Da Man’ explains why most training efforts fail before the trainer even leaves the store.

January 17, 2012

Getting Hot and Staying Hot

Sticking to your processes breeds success, and success breeds confidence. The magazine’s from-the-trenches columnist gets scientific to hunt down the key to keeping those hot streaks going.

December 13, 2011

VIDEO: Tip of the Week

John Vecchioni, national trainer for United Car Care, debunks the myth that cash buyers don’t make for good F&I customers. He also identifies the one product that can rescue your averages.

December 13, 2011

DealerTrack to Host Compliance Webinar

DealerTrack announced it will host a free webinar on the most critical compliance issues dealerships face today.

December 6, 2011

VIDEO: Tip of the Week

When trying to sell value, pricing can get in the way. UDS’s Gerry Gould, however, believes that having product pricing on the menu can help drive a sale.

December 1, 2011

Ditch the Script

Buying a car has always been an emotional experience, so why get mechanical? ‘Da Man’ digs deep to help you close more deals.