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F&I and Showroom - Issue

March 2017

Cover Story
Rising GAP Claims Reveal Troubling Trends
By Gregory Arroyo

GAP rates are on the rise. Insiders say dealers should welcome the increases, adding that the performance of this core F&I product points to a severe slowdown in the next 24 months.

Features

Remote Deliveries: Proceed With Caution

By Gil Van Over

When it comes to out-of-state deliveries, the magazine’s resident compliance guru says proceed with caution. He lays out a simple process for guarding your dealership against ID thieves.

The Rising Cost of Noncompliance Ken Suprenant 

By Ken Suprenant

Compliance expert says the propagation of rules and escalation of enforcement should persuade more dealers to invest in basic compliance safeguards.

5 Habits of Highly Successful Sales Professionals

By Tom McQueen

Sales trainer reviews the five fundamentals that separate mediocre salespeople from the true professionals.

The Big Difference: Statements vs. Objections

By John Vecchioni

F&I trainer explains why handling statements like objections can put customers on the defensive and cost you the opportunity to illustrate the benefits of protection products.

Blog

So Here's the Deal

Ronald J. Reahard
Measuring Up

By Ronald J. Reahard
Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

It's OK to Be Nervous

By Ronald J. Reahard
Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

(Video) Have a Real Conversation

By Ronald J. Reahard

Combating CUs

By Ronald J. Reahard

Done Deal

Gregory Arroyo
What’s Your Take?

By Gregory Arroyo
The editor provides an up-close look at the topics he hopes to cover during his Industry Summit 2017 panel session. He’d also like to hear your take on these hot-button issues.

Connecting the Dots

By Gregory Arroyo
The editor opens up about his time in the car audio industry and how that experience shaped his thoughts about the internet, telematics, and the connected car.

See You in Big D

By Gregory Arroyo

Don’t Tune Out

By Gregory Arroyo

Mad Marv

Marv Eleazer
Industry Summit: It’s Worth the Investment

By Marv Eleazer
Reflecting on the returns of a well-trained service technician, His Madness has a message for dealers who think F&I training isn’t worth the investment.

6 Ways to Deliver Exceptional Service

By Marv Eleazer
Inspired by a visit to the suit store, His Madness lists six ways F&I pros can tailor their wares to fit any customer.

Doing Our Part

By Marv Eleazer

There’s No ‘I’ in Team

By Marv Eleazer

On the Point

Jim Ziegler
Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler