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The Pocket Close

Feb 7, 2013 | 6328 views


Selling With Purpose

Feb 5, 2013 | 2250 views


Setting and Presenting the Menu

Jan 31, 2013 | 4625 views


Presenting the Right Product Options

Jan 29, 2013 | 1840 views


Embrace the Spotlight

Jan 24, 2013 | 2095 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 2965 views


Transitioning to the Menu

Jan 17, 2013 | 2513 views


Time to Eliminate

Jan 15, 2013 | 2231 views


The Service Walk Reloaded

Jan 8, 2013 | 1878 views


Tip of the Week: Presenting the Value

Jan 3, 2013 | 2062 views


Building a Credit Application Business

Dec 20, 2012 | 1588 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1787 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3599 views


Interior/Exterior Protection

Dec 6, 2012 | 1952 views



Dec 4, 2012 | 1863 views


The Sales Meeting Done Right

Nov 28, 2012 | 2077 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1671 views


Credit Union

Nov 20, 2012 | 1883 views


The Menu Presentation

Nov 7, 2012 | 2047 views


Forget the Interview

Nov 6, 2012 | 1606 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1363 views


Guaranteed Asset Protection

Oct 25, 2012 | 1319 views


Tips from the Field

Sep 18, 2012 | 1359 views


So Here's the Deal

Ronald J. Reahard
Sold But Not Closed

By Ronald J. Reahard
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard
Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

It's OK to Be Nervous

By Ronald J. Reahard

(Video) Have a Real Conversation

By Ronald J. Reahard

Done Deal

Gregory Arroyo
What's Really Behind the Subprime Pullback?

By Gregory Arroyo
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo
The editor provides an up-close look at the topics he hopes to cover during his Industry Summit 2017 panel session. He’d also like to hear your take on these hot-button issues.

Connecting the Dots

By Gregory Arroyo

See You in Big D

By Gregory Arroyo

Mad Marv

Marv Eleazer
The Little Things

By Marv Eleazer
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer
Reflecting on the returns of a well-trained service technician, His Madness has a message for dealers who think F&I training isn’t worth the investment.

6 Ways to Deliver Exceptional Service

By Marv Eleazer

Doing Our Part

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