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F&I Tip of the Week: Selling Service Contracts

Jul 26, 2016 | 4021 views

 

Selling Paint and Fabric

Jun 11, 2013 | 3954 views

 

F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 3918 views

 

Give Buyers a Free 'No'

May 28, 2013 | 3838 views

 

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

Oct 21, 2014 | 3735 views

 

F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3700 views

 

Dictate Your Destiny

Feb 28, 2013 | 3692 views

 

Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3625 views

 

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

Mar 3, 2016 | 3456 views

 

Overselling

Jun 28, 2012 | 3437 views

 

Selling Tire and Wheel

Jun 17, 2013 | 3435 views

 

F&I Tip of the Week: Products that Complement

Dec 16, 2014 | 3431 views

 

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

Aug 9, 2016 | 3417 views

 

F&I Tip of the Week: Avoiding the Strikeout

Jun 2, 2015 | 3389 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 3359 views

 

F&I Tip of the Week: The Impact Statement

Feb 4, 2016 | 3306 views

 

F&I Tip of the Week: The Maintenance Upsell

Jun 9, 2015 | 3282 views

Blog

So Here's the Deal

Ronald J. Reahard
Handling the ‘Last Car’ Objection

By Ronald J. Reahard
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Sold But Not Closed

By Ronald J. Reahard
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard

It's OK to Be Nervous

By Ronald J. Reahard

Done Deal

Gregory Arroyo
It Is Unwise to Lower Your Defenses

By Gregory Arroyo
The editor wonders how regulators, including two new mini-CFPBs in Pennsylvania and Maryland, view a consumer advocacy group’s highly critical report on how dealers price F&I protections.

What's Really Behind the Subprime Pullback?

By Gregory Arroyo
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo

Connecting the Dots

By Gregory Arroyo

Mad Marv

Marv Eleazer
G.O.Y.A.

By Marv Eleazer
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

The Little Things

By Marv Eleazer
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer

6 Ways to Deliver Exceptional Service

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