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Dec 4, 2012 | 37 views


The Sales Meeting Done Right

Nov 28, 2012 | 44 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 39 views


Credit Union

Nov 20, 2012 | 37 views


The Menu Presentation

Nov 7, 2012 | 108 views


Forget the Interview

Nov 6, 2012 | 46 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 40 views


Guaranteed Asset Protection

Oct 25, 2012 | 45 views


Tips from the Field

Sep 18, 2012 | 35 views


Powertrain Coverage

Sep 7, 2012 | 42 views


Selling On Leasing

Aug 29, 2012 | 41 views


How Compliant is Your Presentation?

Aug 14, 2012 | 43 views


F & I Turnover

Jul 26, 2012 | 225 views



Jul 10, 2012 | 131 views



Jun 28, 2012 | 148 views


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