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F&I Tip of the Week: Why People Don’t Buy

Apr 11, 2017 | 3546 views

 

F&I Tip of the Week: The Aging Effect

Apr 4, 2017 | 1764 views

 

F&I Tip of the Week: Keep ’Em Separated

Feb 7, 2017 | 3325 views

 

F&I Tip of the Week: From Good to Great

Jan 24, 2017 | 1935 views

 

F&I Tip of the Week: The Follow-Up Opportunity

Jan 19, 2017 | 1533 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 2197 views

 

F&I Tip of the Week: Maximizing the Deal

Dec 15, 2016 | 1550 views

 

F&I Tip of the Week: Bring Back the GOYA

Dec 13, 2016 | 2404 views

 

F&I Tip of the Week: The 75% Club

Dec 8, 2016 | 1942 views

 

F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 3042 views

 

F&I Tip of the Week: The Power of Visuals

Aug 9, 2016 | 2851 views

 

F&I Tip of the Week: The 'Just in Case' Close

Aug 2, 2016 | 2120 views

 

F&I Tip of the Week: Selling Service Contracts

Jul 26, 2016 | 3255 views

 

F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 3625 views

 

The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 1840 views

 

F&I Tip of the Week: Discovering the B.E.S.T.

Mar 3, 2016 | 3040 views

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Blog

So Here's the Deal

Ronald J. Reahard
Trading Rate for Product

By Ronald J. Reahard
A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

(Video) Discussing the Risk-Based Pricing Rule

By Ronald J. Reahard
The magazine’s resident F&I pro takes on a question about the Risk-Based Pricing Rule and its widely used exception notice.

(Video) Timing F&I

By Ronald J. Reahard

(Video) Handling Remote Deliveries

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Generationally Speaking

By Gregory Arroyo
What was supposed to be a listen-and-learn assignment turns into fodder for the editor’s monthly page, and he thinks you’ll understand why.

Credit Crisis or Market Rationalization?

By Gregory Arroyo
Delinquencies are rising and auto finance sources are responding. But the editor wonders if there’s something else at play.

How to Lose a Customer

By Gregory Arroyo

Resistance Isn’t Always Futile

By Gregory Arroyo

Mad Marv

Marv Eleazer
What’s the Rush?

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

Debating the Chargeback

By Marv Eleazer
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

By Marv Eleazer

Finding Pleasantville

By Marv Eleazer

On the Point

Jim Ziegler
The New Stooges

By Jim Ziegler
The Alpha Dawg predicts that the latest round of technology disrupters will deliver more missed opportunities than closed deals.

Is Your Quick Lube Driving Away Business?

By Jim Ziegler
‘Da Man’ goes undercover to investigate how the national oil change shops are using underhanded tactics like efficiency, training and friendliness to steal your service business.

Who Shot the Dealer?

By Jim Ziegler

Stop Flushing Those Ad Dollars

By Jim Ziegler