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

Oct 21, 2014 | 3494 views

 

F&I Tip of the Week: Complete the Protection

Oct 14, 2014 | 2390 views

 

F&I Tip of the Week: Attitude Adjustment

Sep 30, 2014 | 2105 views

 

ADTV: Gerry Gould Talks Industry Summit 2014

Sep 3, 2014 | 7555 views

 

F&I Tip of the Week: Objection Prevention

Aug 26, 2014 | 2270 views

 

F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3473 views

 

F&I Tip of the Week: What’s in a ‘No’?

Aug 12, 2014 | 1992 views

 

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

Jul 29, 2014 | 2139 views

 

F&I Tip of the Week: Criteria Selling

Jul 1, 2014 | 2076 views

 

F&I Tip of the Week: Avoiding Bad Months

Jun 24, 2014 | 2614 views

 

F&I Tip of the Week: Selling Key Replacement

Jun 17, 2014 | 2843 views

 

ADTV: NADA on Flats, FIfth Third Investigated

May 23, 2014 | 993 views

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