Articles

F&I•by Jan Kelly•March 1, 2004

Part 4: The Presentation

On your mark . . .

F&I•by Jan Kelly•February 1, 2004

Part 3: Interview for Product Cues

In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.

F&I•by Jan Kelly•October 1, 2003

Part 2: Build Rapport

No one is going to do business with you until they believe you care about what is important to them.

F&I•by Jan Kelly•August 1, 2003

Part 1: Meet the Customer

Those first few seconds with the customer can mean the difference between success and failure.

Auto Finance•by Karen Dillon•July 1, 2003

Leasing in the Wake of Zero Percent Finance

What can be done for prospective buyers who can’t take advantage of the financing incentives?

F&I•by Donna Driscoll•July 1, 2003

Auto Theft Rise Means F&I Opportunity

With motor vehicle theft rates rising for the first time in a decade, an educational sales approach can put F&I managers in the driver’s seat to boost sales.

F&I•by Ronald J. Reahard•July 1, 2003

F&I Professional – Or F&I Pretender?

In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz and find out!

F&I•by Ron Martin•July 1, 2003

The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.

F&I•by Rob Mancuso•March 1, 2003

Buying Another Franchise? Strategies for Expanding your Operations

There’s not a dealer anywhere who doesn’t constantly keep his or her ear to the ground looking for additional franchise opportunities.

Digital•by M.M. Gordon•February 1, 2003

Aftermarket Sales Send F&I Profits Soaring

F&I managers in big and small dealerships across the country are reaping new harvests with anti-theft, appearance protection, and other products.

Prev Next