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How Compliant is Your Presentation?

Aug 14, 2012 | 74 views


Selling Paint and Fabric

Jun 11, 2013 | 73 views


The How’d-That-Feel Sale

Jun 6, 2013 | 72 views


F&I Tip of the Week: Companion Products

Apr 7, 2015 | 71 views


F&I Tip of the Week: It’s Not the Money

Feb 19, 2015 | 71 views


Building a Credit Application Business

Dec 20, 2012 | 71 views


Understanding the Internet Shopper

Dec 6, 2013 | 70 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 70 views


F&I Tip of the Week: Being a Professional

Apr 9, 2015 | 68 views


F&I Tip of the Week: New Discovery

Jan 29, 2015 | 68 views



Dec 4, 2012 | 68 views


Forget the Interview

Nov 6, 2012 | 68 views


Interior/Exterior Protection

Dec 6, 2012 | 67 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 67 views


Where's the Customer?

May 21, 2013 | 66 views


Tips from the Field

Sep 18, 2012 | 66 views


Selling On Leasing

Aug 29, 2012 | 66 views


7 Steps to the Sale: Building Your Brand

Feb 21, 2013 | 65 views


So Here's the Deal

Ronald J. Reahard
Sharing the Profit

By Ronald J. Reahard
After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

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

(Video) Capture Missed VSC Sales

By Ronald J. Reahard

Done Deal

Gregory Arroyo
GAP Suffers Another Setback

By Gregory Arroyo
The editor reveals the truth behind an NPR report critical of the industry’s efforts to undo the Military Lending Act guidance that put the brakes on GAP sales.

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

Game Almost Over

By Gregory Arroyo

Mad Marv

Marv Eleazer
Comply Like Nobody’s Watching

By Marv Eleazer
His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

'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

I Love F&I. How About You?

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