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Doing Our Part

July 7, 2017
After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

There’s No ‘I’ in Team

June 8, 2017
His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

What’s the Rush?

May 2, 2017
When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

Debating the Chargeback

April 11, 2017
Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

Simple Is as Simple Does
Simple Is as Simple Does

March 7, 2017
A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process....

Finding Pleasantville

February 10, 2017
His Madness finds himself dreaming of the town of Pleasantville, where deals arrive properly structured and every customer has an 800 credit score.

Taking Inventory

January 10, 2017
His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.

Culture Clash

December 27, 2016
His Madness breaks from his usual F&I programming to deliver a message to dealers about the importance of culture and the keys to instilling and maintaining...

Defining F&I Success

December 6, 2016
His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.

Stop the Madness

November 7, 2016
His Madness takes another swipe at tech companies looking to change the F&I experience. He says if they are so bent on improving the customer experience,...

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