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Selling With Purpose

Feb 5, 2013 | 2129 views


Setting and Presenting the Menu

Jan 31, 2013 | 4164 views


Presenting the Right Product Options

Jan 29, 2013 | 1768 views


Embrace the Spotlight

Jan 24, 2013 | 1986 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 2857 views


Transitioning to the Menu

Jan 17, 2013 | 2430 views


Time to Eliminate

Jan 15, 2013 | 2121 views


The Service Walk Reloaded

Jan 8, 2013 | 1798 views


Tip of the Week: Presenting the Value

Jan 3, 2013 | 1930 views


Building a Credit Application Business

Dec 20, 2012 | 1488 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1684 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3466 views


Interior/Exterior Protection

Dec 6, 2012 | 1858 views



Dec 4, 2012 | 1773 views


The Sales Meeting Done Right

Nov 28, 2012 | 1935 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1589 views


Credit Union

Nov 20, 2012 | 1756 views


The Menu Presentation

Nov 7, 2012 | 1874 views


Forget the Interview

Nov 6, 2012 | 1494 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1287 views


Guaranteed Asset Protection

Oct 25, 2012 | 1218 views


Tips from the Field

Sep 18, 2012 | 1261 views


Powertrain Coverage

Sep 7, 2012 | 1215 views


So Here's the Deal

Ronald J. Reahard
Combating CUs

By Ronald J. Reahard
Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.

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

(Video) Timing F&I

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Don’t Tune Out

By Gregory Arroyo
The editor takes you inside a conference that had digital retailing makers wooing auto finance execs.

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

How to Lose a Customer

By Gregory Arroyo

Mad Marv

Marv Eleazer
There’s No ‘I’ in Team

By Marv Eleazer
His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

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

Simple Is as Simple Does

By Marv Eleazer

On the Point

Jim Ziegler
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
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

Who Shot the Dealer?

By Jim Ziegler