November 2018

Cover Story

The Marva Method

Business Manager Marva Laws sets the pace for F&I success at Volvo Cars Annapolis (Md.).

Article

How to Read a Credit Report

How to Read a Credit Report

Expert offers a crash course in the purpose and structure of credit reports for F&I professionals who need to make good decisions without slowing or disrupting the delivery.

Article

The Federales Are Watching

The Federales Are Watching

There is a palpable sense of relief among dealers at the end of the CFPB era, but the FTC, DOJ, and state attorneys general are actively taking up the once-feared bureau’s cause.

Article

Learn to Listen and Listen to Learn

Learn to Listen and Listen to Learn

F&I pro offers a four-step process for dropping the bad habits your customers hate and building an experience that feels more like a productive conversation than a sales pitch.

Article

What Happens When You Combine F&I and Desking?

What Happens When You Combine F&I and Desking?

There is much the sales team can do to reduce customers’ wait time and create more opportunities for F&I, but clear instructions and expectations are critical to the success of any attempt to change your dealership’s deeply entrenched processes.