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Selling Tire and Wheel

Jun 17, 2013 | 3550 views


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

Dec 13, 2016 | 3467 views


F&I Tip of the Week: The Trial Close

Jul 23, 2015 | 3443 views


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

Jan 24, 2017 | 3437 views


F&I Tip of the Week: Teeing Up the Pitch

Nov 10, 2015 | 3436 views


The How’d-That-Feel Sale

Jun 6, 2013 | 3399 views



Jul 10, 2012 | 3392 views


Understanding the Internet Shopper

Dec 6, 2013 | 3365 views


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

Aug 2, 2016 | 3314 views


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

Dec 8, 2016 | 3300 views


F&I Tip of the Week: Selling the "Y"

Nov 18, 2014 | 3242 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3205 views


Setting the Right Tone

Apr 30, 2013 | 3177 views


So Here's the Deal

Ronald J. Reahard
(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard
Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never forget.

[Video] Selling to Short-Term Owners

By Ronald J. Reahard

(Video) Selling High-Mileage VSC Plans

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Who Will Take Up the CFPB's Torch?

By Gregory Arroyo
The CFPB’s acting director tells state regulators there will no longer be ‘regulation by enforcement,” but the editor believes there’s a long list of regulators waiting to take up the torch.

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo
Thanks could be in order when the industry gets together for NADA 2018, as the editor hears that a resolution to the Military Lending Act controversy isn’t far off.

Resolution Needed

By Gregory Arroyo

Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo

Mad Marv

Marv Eleazer
Proper Deal Structure Moves Mountains

By Marv Eleazer
His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Show Us Some Love

By Marv Eleazer
His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

Chargeback Prevention

By Marv Eleazer

Your F&I Backup Plan

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