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Your Pay Plan Is Not Your Job Description

Your Pay Plan Is Not Your Job Description

His Madness says putting transparency, ethics, and the customer’s needs first is the long-term solution to the short-term problem of meeting your next monthly production goal.

May 13, 2019

Chargeback Prevention

How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

February 9, 2018

Debating the Chargeback

Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

April 11, 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

The Silent Partner

His Madness offers praise for the advancement of technology in the F&I office but warns that some tools may not be useful to true professionals.

July 6, 2016

Always Be Prepared

His Madness offers a four-point plan for winning over customers whose insurance companies are trying to steal your F&I product sales.

April 7, 2016

Call On ‘Line 5’

After hearing what one finance executive said about financing back-end products, the magazine’s front-line columnist decides to delve into the root of the dreaded ‘Line 5’ call.

August 5, 2011

Leave the Hybrids to the Manufacturers

Has the industry gone mad? The magazine’s in-the-trenches columnist fires a shot across the bow of the push toward a combined sales/F&I manager.

April 4, 2011

The Overlooked Asset

No one likes to be judged, especially by an outsider. But there’s at least one outsider to whom you might want to tune in.

October 4, 2010