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I Love F&I. How About You?

His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

May 31, 2018

Your F&I Backup Plan

Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

January 16, 2018

Love It or Leave It

His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

December 4, 2017

G.O.Y.A.

His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

November 14, 2017

The Little Things

Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

October 17, 2017

Doing Our Part

After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

July 7, 2017

There’s No ‘I’ in Team

His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

June 8, 2017

What’s the Rush?

When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

May 2, 2017

Simple Is as Simple Does

Simple Is as Simple Does

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.

March 7, 2017

Stop the Madness

His Madness takes another swipe at tech companies looking to change the F&I experience. He says if they are so bent on improving the customer experience, fix the sales process and leave F&I alone.

November 7, 2016

Keep Calm and Sell On

Even His Madness gets the jitters sometimes. He details a recent sale involving two insurance executives that had him questioning his abilities as an F&I pro.

September 2, 2016

Time Is Money

His Madness takes a look at the many reasons customers are left waiting to see the F&I manager after committing to a purchase.

March 30, 2016

A Newbie’s Guide to F&I

When His Madness asked his F&I friends to provide some words of wisdom to F&I newbies, he found a few nuggets of advice for grizzled vets as well.

February 5, 2013