Better Selling Through Disclosure
F&I expert has a method for turning one of the most awkward parts of the F&I process into a moneymaker.
March 30, 2016
F&I expert has a method for turning one of the most awkward parts of the F&I process into a moneymaker.
March 30, 2016
F&I professionals are outpacing the earnings of their colleagues in the sales department and even at the executive management level, and every attempt to relevel the playing field has its pros and cons.
November 25, 2015
The father of the F&I menu is back, and he has a message for companies claiming to have developed the next big thing for F&I.
May 1, 2015
The Father of the F&I menu breaks down how he measures F&I success. He also explains how his methodology can help reduce charge-backs and cancellations.
December 17, 2014
The Father of the F&I menu lays out a four-step process for converting the cash customer. He even throws in a technique for selling a VSC to those who refuse to convert.
July 14, 2014
F&I managers can’t sell to customers they don’t see. The father of the F&I menu provides an action plan for convincing management that every customer must visit the F&I office at the time of sale.
May 1, 2014
The “Father of the F&I Menu” offers his list of 10 regulatory hot spots for 2014, several of which fall outside of the F&I manager’s jurisdiction.
January 21, 2014
The ‘Father of the F&I Menu’ weighs in on leasing’s second-quarter boom. He also lays out six products that need to be on your lease menu.
December 23, 2013
F&I managers love to tout their profit per retail unit, but the “Father of F&I Menus” says there’s a more accurate way to measure performance.
December 7, 2012
As leasing gears up for another surge, the magazine’s veteran F&I expert offers a historical perspective and a few tips for adding product sales to this transaction type.
April 13, 2012
F&I expert shows you how to take control of the 10 biggest challenges F&I managers faced in 2010.
January 31, 2011
F&I trainer gives three reasons why cash conversions don’t work, along with one technique that will.
June 28, 2010
Credit might not be loosening up as quickly as the industry had hoped, but it is becoming available to the subprime segment. Industry insider provides his take on why that is.
May 1, 2010
F&I veteran gives 10 reasons why you should set aside the old ways of doing business and embrace the new reality facing the industry.
August 1, 2009
When it comes to F&I, science matters more than opinion. F&I veteran climbs into the minds of consumers and reveals five ways you might be sabotaging your success.
July 1, 2009
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