September 2018

Cover Story

4 Steps to Overcome Any Objection

The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.

Article

Winning by Design

Winning by Design

Dealership expert breaks down four key elements to building a high-performance team in today’s retail environment.

Article

Give ’Em Gershwin

Give ’Em Gershwin

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

Article

The Big Menu Debate

The Big Menu Debate

The magazine’s resident compliance pro weighs in on one of F&I’s big debates: Is the F&I menu a sales or compliance tool?

Article

Are Noncompetes Enforceable?

Photo courtesy of creativecommons.org/Legistify

Although standards vary from state to state, it can be difficult to enforce agreements designed to prevent former dealership employees from taking their skills — and their coworkers and your customers — to competitors.