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August 8, 2017 - Industry News

F&I Think Tank: Shark Tank Trainers Revealed

Four of the industry’s top F&I trainers will be swimming the aisles during F&I Think Tank’s Shark Tank, a stump the pro-like session that will allow attendees to get answers to their most troublesome customer objections, deal situations and departmental issues.

Tags: American Financial & Automotive Services, Carl Grane, EasyCare, F&I process, F&I Think Tank, F&I training, Industry Summit, Jay Lawrence, John Vecchioni, National Auto Care, objection handling, Reahard & Associates, Rick McCormick, Shaka Dyson

June 22, 2017 - Industry News

John 'The F&I Professor' Vecchioni to Emcee Industry Summit

American Financial’s John Vecchioni will return to Industry Summit as the event’s master of ceremonies.

Tags: American Financial & Automotive Services, F&I Think Tank, F&I training, Industry Summit, John Vecchioni

August 9, 2016 - Industry News

American Financial Adds Trainer to F&I University Staff

John "The F&I Professor" Vecchioni has joined American Financial & Automotive Services, the company announced this week. He will serve as a trainer for F&I University, a division of the company's Automotive Training Academy.

Tags: American Financial & Automotive Services, F&I manager, F&I process, John Vecchioni

June 20, 2013 - Industry News

United Car Care Names New National Sales Director

UCC names John Vecchioni as its national sales director.

Tags: John Vecchioni, national sales director, UCC, United Car Care

February 21, 2013 - Industry News

[Video] Tip of the Week: Building Your Brand

The F&I Professor continues his “7 Steps to the Sale” video series by offering a few tips on how salespeople can build their own brand within the dealership.

Tags: 7 Steps to the Sale, Car Sales, John Vecchioni, Road to the Sale, salespeople, United Car Care

February 6, 2013 - Industry News

[Video] Tip of the Week: Going for the Close

When lot customers start asking about their down payment or the interest rate they can get, it’s time for the salesperson to go for the "pocket close." The F&I Professor explains what that is in this week’s F&I Tip of the Week.

Tags: F&I Tip of the Week, John Vecchioni, Trial Close, United Car Care

January 29, 2013 - Industry News

[Video] Tip of the Week: Presenting the Right Options

A good discovery interview doesn’t mean anything unless your product presentation matches what you’ve learned about the customer. The F&I Professor explains how that’s done in F&I's Tip of the Week.

Tags: F&I menu, F&I Presentation, F&I products, F&I Tip of the Week, John Vecchioni, United Car Care

January 17, 2013 - Industry News

[Video] Tip of the Week: Transitioning to the F&I Menu

It's an efficiency tool and a compliance tool all wrapped into one. But when should an F&I manager introduce the F&I menu? The F&I Professor provides his answer in F&I's Tip of the Week.

Tags: F&I menu, F&I Professor, F&I Tip of the Week, John Vecchioni, United Car Care

January 10, 2013 - Industry News

[Video] Tip of the Week: Selling the Vehicle Service Contract

Do you understand the theory of Possible vs. Probable? Well, it’ll help you sell more vehicle service contracts if you do. The F&I Professor weighs in.

Tags: F&I manager, John Vecchioni, United Car Care, vehicle service contracts

January 3, 2013 - Industry News

[Video] Tip of the Week: Presenting the Value

The national average for service-contract penetration stands between 30 and 40 percent, which means about 65 percent of customers are denying the product. So, who’s making the right decision? United Car Care’s John Vecchioni weighs in.

Tags: F&I manager, F&I products, John Vecchioni, Menu Selling, United Car Care, Value-Based Selling

December 20, 2012 - Industry News

[Video] Tip of the Week: Building a Credit App Business

Tired of getting incomplete credit applications from sales? The F&I Professor, John Vecchioni, offers a great fix in F&I’s Tip of the Week.

Tags: Credit Applications, F&I Tip of the Week, John Vecchioni, sales training, United Car Care

December 13, 2012 - Industry News

[Video] Tip of the Week: Meeting and Greeting With Purpose

A good meet and greet in the showroom should seamlessly transition into an F&I manager’s discovery process. But before you ask your next customer how many miles he or she averages per year, check out John Vecchioni’s F&I Tip of the Week.

Tags: Discovery Process, F&I Meet and Greet, F&I process, F&I Tip of the Week, John Vecchioni

December 6, 2012 - Industry News

[Video] Tip of the Week: Selling Interior/Exterior Protection

Did your customer clean the inside and outside of the vehicle they’re trading in? If so, then you have the perfect entry point to sell interior and exterior protection. United Car Care’s John Vecchioni explains in F&I’s Tip of the Week.

Tags: Exterior Protection, F&I Tip of the Week, interior protection, John Vecchioni, paint and fabric, Paint Protection, United Car Care

November 29, 2012 - Industry News

[Video] Tip of the Week: Sales Meetings Done Right

United Car Care's John Vecchioni says it’s OK for F&I managers to use sales meetings to update the sales team on outstanding deals, but the F&I Professor says it’s even better if the F&I manager can share a closing experience to help those struggling sales consultants.

Tags: F&I manager, F&I Tip of the Week, John Vecchioni, sales manager, sales meetings, United Car Care

November 15, 2012 - Industry News

[Video] Tip of the Week: Handling Objections

John Vecchioni, the F&I Professor, reveals the best objection-handling technique he’s ever come across. United Car Care’s national trainer also explains the “Pirates Method” of objection handling.

Tags: F&I manager, F&I Tip of the Week, John Vecchioni, objection handling, Tip of the Week, United Car Care

November 8, 2012 - Industry News

[Video] Tip of the Week: Presenting the Menu

There are two things every finance manager must determine when working with a customer. United Car Care’s John Vecchioni explains how those two things will shape how the menu is presented in F&I’s Tip of the Week.

Tags: F&I manager, F&I Menu Presentation, F&I menus, F&I's Tip of the Week, John Vecchioni, Tip of the Week, United Car Care

October 25, 2012 - Industry News

[Video] Tip of the Week: Selling GAP

“Guaranteed” is a powerful word when making a sale, which is why United Car Care’s F&I Coach recommends ditching GAP's acronym when presenting it to customers.

Tags: GAP, John Vecchioni, United Car Care

October 11, 2012 - Industry News

[Video] Tip of the Week: Building a Successful F&I Department

United Car Care’s John Vecchioni, also known as the F&I Coach, reminds F&I managers about the importance of partnering with sales and service in this week’s Tip of the Week

Tags: F&I process, F&I Tip of the Week, John Vecchioni, United Car Care

August 9, 2012 - Industry News

F&I Conference Workshops to Get Inside the Minds of Customers

Two celebrated trainers will delve into the minds of customers at the magazine’s annual industry get-together. Attendees will learn how to read body language and get strategies for helping customers understand why they need what’s on the menu.

Tags: Industry Summit 2012, John Vecchioni, Tim Parsons

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