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Better Selling Through Disclosure
Solving the Pay Plan Dilemma

Solving the Pay Plan Dilemma

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

Try Before You Buy

Try Before You Buy

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

Measuring F&I  Performance

Measuring F&I Performance

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

Converting the Ca$h Customer

Converting the Ca$h Customer

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

No Customer,  No Sale

No Customer, No Sale

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

10 Regulatory Hot Spots for 2014

10 Regulatory Hot Spots for 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

Leasing: Boom or Doom

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

Measuring F&I Success

Measuring F&I Success

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

Rethinking Leasing

Rethinking Leasing

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

10 Fixes to F&I’s Biggest Challenges
New Spin on Cash Conversions

New Spin on Cash Conversions

F&I trainer gives three reasons why cash conversions don’t work, along with one technique that will.

June 28, 2010

A Prime Opportunity

A Prime Opportunity

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

10 F&I Landmines to Avoid

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

The Psychology of F&I

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