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ACE

Gil Van Over of Automotive Compliance Education (ACE) tackles your most pressing regulatory concerns...

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Done Deal

F&I and Showroom editors go beyond the headlines to uncover new stories and emerging trends in the w...

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F&I Matters

Veteran F&I and compliance director Lori Church has the insights and advice you need to face any cha...

Lori Church

Columnist

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Peak Performance

Rick McCormick pushes F&I professionals to the heights of success with a focus on training, complian...

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F&I Matters•by Lori Church•November 12, 2019

3 Ways to Improve Your F&I Language Skills

Learn how committing to simple, effective, jargon-free communication reduces customer confusion and helps F&I professionals sell more products.

ACE Space•by Gil Van Over•November 11, 2019

Consumers Don’t Always Tell the Truth

For all the dispersions cast on sales and F&I professionals, legal actions against dealerships are frequently the result of lying customers.

Peak Performance•by Rick McCormick•November 7, 2019

Enjoy the Journey. It’s Later Than You Think!

Success in F&I requires long hours and an unswerving commitment to improvement. Neither can be allowed to supersede quality time with loved ones.

Done Deal•by Tariq Kamal•October 10, 2019

Noncompliant and outright illegal behavior by dealers, managers, and staff have generated headlines throughout the year. Less heralded are the instances in which dealership personnel took action that led to arrests.

F&I Matters•by Lori Church•October 8, 2019

My F&I Director Won’t Take Cash

Church offers advice to an F&I manager whose director does whatever he can to avoid handling cash customers, achieving superstar status at his co-workers’ expense.

ACE Space•by Gil Van Over•October 3, 2019

Yesterday’s Standards Are Today’s Felonies

The shady practices dealers and F&I professionals once bragged about are now landing many in jail. Compliance expert lists three forms of fraud you can eradicate immediately.

Peak Performance•by Rick McCormick•October 1, 2019

F&I Customers Are Just Like Us!

Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.

F&I Matters•by Lori Church•September 12, 2019

F&I Should Be Grand Sumo Yokozunas

The champions of the sumo world can handle any type of opponent, win more bouts than they lose, and enjoy a level of respect and privilege that only top producers can ever hope to earn.

ACE Space•by Gil Van Over•September 10, 2019

F&I Meets a New-Age Dr. Frankenstein

Synthetic identity theft is wreaking havoc among American retailers. Compliance guru offers a buyback prevention checklist for dealers and F&I professionals.

Peak Performance•by Rick McCormick•September 5, 2019

Fight the Gravitational Pull of Average!

Top trainer wants you to stop asking about average penetration rates and PRU and start challenging yourself to become a better F&I manager every day — particularly on slow days.

Done Deal•by Tariq Kamal•September 2, 2019

A Life of Crime at the Heights of Success

The long list of offenses committed by dealers and other highly successful people proves desperation is not the only cause of criminal behavior.

F&I Matters•by Lori Church•August 15, 2019

4 Ways to Kill Your F&I Downtime

Champions spend far more time practicing than playing. F&I pro offers four skill-sharpening ways to make every day a productive one.

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