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F&I Tip of the Week: Rapport vs. Credibility

Mar 10, 2015 | 2081 views

 

F&I Tip of the Week: Stick With the Process

Mar 5, 2015 | 2153 views

 

F&I Tip of the Week: The Intentional Walk

Feb 24, 2015 | 1955 views

 

F&I Tip of the Week: It’s Not the Money

Feb 19, 2015 | 1726 views

 

F&I Tip of the Week: Information Sharing

Feb 12, 2015 | 1898 views

 

F&I Tip of the Week: Untapped Resources

Feb 10, 2015 | 1517 views

 

F&I Tip of the Week: The Pirate Method

Feb 5, 2015 | 2403 views

 

F&I Tip of the Week: New Discovery

Jan 29, 2015 | 2020 views

 

F&I Tip of the Week: Expensive Tech

Jan 13, 2015 | 2185 views

 

F&I Tip of the Week: Products that Complement

Dec 16, 2014 | 3183 views

 

F&I Tip of the Week: The F&I Close

Dec 2, 2014 | 2193 views

 

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

Nov 18, 2014 | 2865 views

 

F&I Tip of the Week: Follow the Recipe

Nov 10, 2014 | 2256 views

 

F&I Tip of the Week: Instinct vs. Process

Nov 4, 2014 | 2268 views

Blog

So Here's the Deal

Ronald J. Reahard
(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
Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the needs-discovery portion of his process.

(Video) Handling Remote Deliveries

By Ronald J. Reahard

Achieving $1,600 Per Copy

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
The editor shares a story of good intentions gone wrong. He believes there’s a learning lesson for all, including himself.

Resistance Isn’t Always Futile

By Gregory Arroyo

Time to Change the Message

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
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. His advice is to keep it simple.

Finding Pleasantville

By Marv Eleazer

Taking Inventory

By Marv Eleazer

On the Point

Jim Ziegler
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
‘Da Man’ draws parallels between the Kennedy assassination and the ongoing campaign to undermine the existence of American car dealers.

Stop Flushing Those Ad Dollars

By Jim Ziegler

CPO: Are You In or Out?

By Jim Ziegler