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Killing F&I

‘Da Man’ uncovers the hidden motivations behind vendors who advise dealers to let their sales team handle F&I duties.

March 29, 2016

Preventing Sales Manager Burnout

Da Man has a few choice words for sales managers who’ve lost the thrill of the position, and his message applies to anyone who fears their career has stalled.

March 4, 2016

10 Ways to Improve Gross Profit

Da Man says if your grosses suck, it's your own darn fault. He lays out 10 ways to make sure they don't.

February 5, 2016

The Cover-Up

Da Man suspects General Motors’ multi-million dollar recall settlement won’t be the last the industry hears of manufacturers hiding defects that could potentially harm customers.

January 19, 2016

Prospect Holding On Line One

‘Da Man’ returns with a reality check for dealers who have never considered what happens when a customer calls their store.

November 13, 2015

500-Car Pileup

Da Man ponders a future where all cars are driverless — and prone to hackers. He calls on automakers to get serious about securing their vehicles.

September 18, 2015

Taking on Water

Da Man has a warning for dealerships that play those stair-step incentive games: Don’t get caught in the never-ending cycle of phantom profits.

August 5, 2015

A GM’s Checklist for Profitability

Da Man offers a checklist of tools and processes every general manager or dealer must have. He also has a message for those who think the road to the sale is dead.

July 6, 2015

Packing Heat

Da Man says he still receives questions about how much ‘leg’ sales needs to leave in a deal for the F&I manager. His answer: Don’t even think about it.

June 1, 2015

Showroom Showdown

Every great Western had a great villain, but Da Man says not every dealership needs a Lee Van Cleef sitting in the finance office.

May 1, 2015

A Battle Rages

The war of words between the CFPB and a Congressional Committee this past March conjures up an old Bob Dylan tune for Da Man, who offers his take on what the bureau is really after.

April 3, 2015

A Dying Breed

‘Da Man’ is impressed with all the latest technology entering the F&I office, but he wonders if the push to update the experience could lead to the extinction of the F&I closer.

March 9, 2015

Don’t Fear the Money

Da Man has a message for F&I pros who dread their bosses’ return from their 20 Group meeting.

February 6, 2015

Stepping Up Your Game

Instead of resorting to name calling, Da Man says dealers and their sales teams could learn a lot from sales event companies.

January 21, 2015

Haters Will Hate

Da Man doesn’t believe customer satisfaction drives repeat business, but he does believe it drives a dealership’s ability to capture today’s Internet shopper.

December 17, 2014