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Selling With Purpose

Feb 5, 2013 | 2106 views


Setting and Presenting the Menu

Jan 31, 2013 | 4099 views


Presenting the Right Product Options

Jan 29, 2013 | 1748 views


Embrace the Spotlight

Jan 24, 2013 | 1963 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 2828 views


Transitioning to the Menu

Jan 17, 2013 | 2404 views


Time to Eliminate

Jan 15, 2013 | 2093 views


The Service Walk Reloaded

Jan 8, 2013 | 1784 views


Tip of the Week: Presenting the Value

Jan 3, 2013 | 1897 views


Building a Credit Application Business

Dec 20, 2012 | 1462 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1655 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3448 views


Interior/Exterior Protection

Dec 6, 2012 | 1839 views



Dec 4, 2012 | 1753 views


The Sales Meeting Done Right

Nov 28, 2012 | 1908 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1577 views


Credit Union

Nov 20, 2012 | 1735 views


The Menu Presentation

Nov 7, 2012 | 1830 views


Forget the Interview

Nov 6, 2012 | 1468 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1275 views


Guaranteed Asset Protection

Oct 25, 2012 | 1204 views


Tips from the Field

Sep 18, 2012 | 1246 views


Powertrain Coverage

Sep 7, 2012 | 1201 views


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