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December 6, 2013

Understanding the Internet Shopper

Customers are taking to the Internet every day to structure their own deals based on how much they can realistically afford to put down and pay per month. So why aren’t they being as truthful once they enter the dealership? United Development Systems’ Gerry Gould weighs in.

November 21, 2013

AAGI Announces F&I Certification Courses

Two new advanced courses will be added to American Auto Guardian Inc.’s 2014 lineup. The courses will build upon techniques introduced in the first level session.

June 17, 2013

[Video] F&I Tip of the Week: Selling Tire and Wheel

United Development Systems’ Gerry Gould continues with his “How’d That Feel” sales series with a few words on selling Tire and Wheel protection. Here’s a hint: It’s all in the delivery.

June 17, 2013

Selling Tire and Wheel

United Development Systems’ Gerry Gould continues with his “How’d That Feel” sales series with a few words on selling Tire and Wheel protection. Here’s a hint: It’s all in the delivery.

June 11, 2013

Selling Paint and Fabric

United Development Systems' Gerry Gould continues with his “How’d-That-Feel” sales series this week with a few words on selling paint-and-fabric protection.

June 6, 2013

The How’d-That-Feel Sale

Your customer’s trade-in vehicle could provide all the evidence you need to show him or her the value of paintless dent removal. United Development Systems’ Gerry Gould explains in his latest F&I Tip of the Week.

May 28, 2013

Give Buyers a Free 'No'

Most customers will say ‘No’ when you ask them if they have any questions about the products you presented on the menu. But there’s a small twist you can add to the end of that question that will determine how the rest of the conversation goes.

May 21, 2013

Where's the Customer?

Do you want to see more deals from your sales consultants? Then there's one question you need to avoid asking your salespeople, says United Development Systems’ Gerry Gould. Find out what it is in F&I's Tip of the Week.

April 30, 2013

Setting the Right Tone

If “In the event” is in your script, check out Gerry Gould's newest tip on why that wording may not be setting the right tone.

February 19, 2013

[Video] Tip of the Week: Selling to Good and Lucky Drivers

How do you respond to customers who say they’ve never been in an accident and don’t need GAP? United Development Systems' Gerry Gould has the answer in F&I’s Tip of the Week.