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F & I Turnover

Jul 26, 2012 | 4284 views

 

F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 4126 views

 

Selling Paint and Fabric

Jun 11, 2013 | 4000 views

 

Give Buyers a Free 'No'

May 28, 2013 | 3933 views

 

F&I Tip of the Week: Ask, Don't Tell

Oct 21, 2014 | 3856 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 3811 views

 

F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3765 views

 

Dictate Your Destiny

Feb 28, 2013 | 3759 views

 

Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3716 views

 

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

Aug 9, 2016 | 3618 views

 

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

Mar 3, 2016 | 3593 views

 

Overselling

Jun 28, 2012 | 3575 views

 

F&I Tip of the Week: Products that Complement

Dec 16, 2014 | 3531 views

 

F&I Tip of the Week: Avoiding the Strikeout

Jun 2, 2015 | 3525 views

 

F&I Tip of the Week: The Impact Statement

Feb 4, 2016 | 3496 views

 

Selling Tire and Wheel

Jun 17, 2013 | 3493 views

 

F&I Tip of the Week: The Maintenance Upsell

Jun 9, 2015 | 3404 views

Blog

So Here's the Deal

Ronald J. Reahard
Selling High-Mileage VSC Plans

By Ronald J. Reahard
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Selling Warranty Compliance Plans

By Ronald J. Reahard
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Sold But Not Closed

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Love It or Leave It

By Marv Eleazer
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

G.O.Y.A.

By Marv Eleazer

The Little Things

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