May 2017

Cover Story

The Power of Momentum

F&I trainer says meeting the demand for daily improvement requires F&I professionals to create and capitalize on their own momentum. He lists 10 momentum-building books every F&I manager must read.

Article

Out of State, Out of Mind

©gettyimages.com/MrJub

Dealers who ignore the growing number of out-of-state buyers do so at their own peril. Operations expert offers a roundup of new technology for an emerging market.

Article

Playing With Fire

©iStockphoto.com/egdigital

Two attorneys issue a warning about a new sales trick circulating through the industry. Their advice: If it’s too good to be true, it probably is.

Article

The Silent Seminar

©iStockphoto.com/nd3000

F&I director advises dealership professionals to attack your work with a positive attitude and pledge to improve the workdays of those around you.

Article

High Mileage, High Potential

Mike Melby, GWC Warranty

Things haven’t gone according to script in the used-vehicle market, but GWC Warranty’s Mike Melby believes the profit potential in the high-mileage, pre-owned space remains.