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The How’d-That-Feel Sale

Jun 6, 2013 | 45 views

 

Give Buyers a Free 'No'

May 28, 2013 | 57 views

 

Where's the Customer?

May 21, 2013 | 40 views

 

Customer, May I?

May 7, 2013 | 63 views

 

Setting the Right Tone

Apr 30, 2013 | 55 views

 

Building a Better Evidence Manual

Apr 18, 2013 | 55 views

 

Selling Piece of Mind

Apr 9, 2013 | 81 views

 

Dictate Your Destiny

Feb 28, 2013 | 45 views

 

7 Steps to the Sale: Building Your Brand

Feb 21, 2013 | 37 views

 

Selling to Good and Lucky Drivers

Feb 19, 2013 | 41 views

 

The Pocket Close

Feb 7, 2013 | 187 views

 

Selling With Purpose

Feb 5, 2013 | 67 views

 

Setting and Presenting the Menu

Jan 31, 2013 | 288 views

 

Presenting the Right Product Options

Jan 29, 2013 | 34 views

 

Embrace the Spotlight

Jan 24, 2013 | 87 views

 

Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 48 views

 

Transitioning to the Menu

Jan 17, 2013 | 40 views

 

Time to Eliminate

Jan 15, 2013 | 54 views

 

The Service Walk Reloaded

Jan 8, 2013 | 36 views

 

Tip of the Week: Presenting the Value

Jan 3, 2013 | 53 views

 

Building a Credit Application Business

Dec 20, 2012 | 40 views

 

Meeting and Greeting With Purpose

Dec 13, 2012 | 67 views

 

Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 81 views

 

Interior/Exterior Protection

Dec 6, 2012 | 44 views

Blog

So Here's the Deal

Ronald J. Reahard
Menus Don’t Work Miracles

By Ronald J. Reahard
A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

Avoiding the AAA Objection

By Ronald J. Reahard
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Car Buyers Need F&I

By Gregory Arroyo
Current market trends are playing right into the F&I product pitch, but they also reveal trouble ahead for the automotive retail industry at large.

Protecting F&I’s Future

By Gregory Arroyo
The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.

Game Almost Over

By Gregory Arroyo

The Repair Is Covered

By Gregory Arroyo

Mad Marv

Marv Eleazer
'We Never Buy This Stuff'

By Marv Eleazer
Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

Stop Painting Dealers With a Broad Brush

By Marv Eleazer
His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

I Love F&I. How About You?

By Marv Eleazer

Is That Legal?

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

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

The New Stooges

By Jim Ziegler