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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.

December 1, 2011

DrivingSales Acquires Revenue Guru

DrivingSales announced that it has acquired Revenue Guru and will bring on founder Dennis Galbraith to lead and develop DrivingSales’ new research and data division.

December 1, 2011

Becoming the Ideal F&I Manager

The call for transparency is giving rise to one type of F&I manager and forcing two others into extinction. The magazine’s resident F&I trainer explains.

December 1, 2011

5 Steps to Handling an Objection

Being able to handle an objection isn’t rocket science, but it does require you to adhere to a strict process. The magazine’s newest F&I expert lays out a five-step plan of attack.

November 29, 2011

VIDEO: Tip of the Week

The F&I coach, John Vecchioni, offers a few tips on how to make role-playing an effective exercise. The national trainer for United Car Care also talks about the critical role one’s colleagues play.

November 17, 2011

New F&Idol Videos Available Now

The magazine has posted new video footage of the five F&Idol category winners running through their product pitches.

November 10, 2011

VIDEO: Tip of the Week

When it comes to buying a car, consumers are concerned with three things. United Car Care’s John Vecchioni reveals what they are and how addressing them earlier on will improve the dealership's chances of making a sale.

November 3, 2011

VIDEO: Tip of the Week

UDS’s Gerry Gould runs through five words that need to become part of every F&I manager’s lexicon.

November 1, 2011

Debating the Hybrid Manager

The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.