Coaching the Sales Team
F&I Coach John Vecchioni offers five points F&I producers need to consider when coaching salespeople. The national trainer for United Car Care adds that input from F&I is critical to any in-store training program.
VIDEO: Tip of the Week
F&I Coach John Vecchioni offers five points F&I producers need to consider when coaching salespeople.
by Staff
January 10, 20121 min to read
More F&I
Curb The Confusion
Talk to F&I customers like you’d talk to a friend, without industry lingo or sales-like questions, and use hard proof to show, not tell, them about a need.
Read More →
There Is Always one More Product
Helping F&I customers understand complementary offerings is likely to lead to more sales, based on the success of a high-performing practitioner of the philosophy.
Read More →
EFI Conference Extends Early Bird Discount as Room Block Nears Capacity
Ethical F&I Manager's Conference will take place at The Cosmopolitan Las Vegas on April 13–15, 2026.
Read More →
Explore the 12 Rules for an F&I Life at EFI
EFI 2026 will take place April 13–15 at The Cosmopolitan Las Vegas.
Read More →
Creating Your Own Economy
In this video, Reese Dailey explains how effective follow-up drives better results across the dealership, including increased sales, higher F&I penetration, and stronger customer retention.
Read More →
Prove You Can Do F&I at EFI
‘So You Think You Can Do F&I’ is a live role-play contest taking place at the 2026 Ethical F&I Managers Conference.
Read More →
Expect Yes in the F&I Office
It may be human nature to back off when a customer seems to say no to a product or service. But experts say F&I managers should operate as though the answer will be the opposite.
Read More →
Report Finds Year-End F&I Strength
Deal volume ebbed and flowed throughout 2025, but product performance remained steady, according to automotive technology and data intelligence solutions provider StoneEagle.
Read More →
Some Auto Brands Cheaper to Insure
A new top 10 list ranks the least expensive for average full insurance coverage on a clean driving record and high driver credit scores.
Read More →
Business Office Blueprint
Try following these 20 steps to greater success in the dealer F&I office this year.
Read More →