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You Don’t Have to Be a Closer to Close

Readers Are Leaders

Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.

October 9, 2018

Show Us Some Love

His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

March 8, 2018

Talent Coach

His Madness admits patience isn’t something that comes naturally, but he recognizes how important it is when it comes to managing people.

October 22, 2013

3 ‘P’s of F&I

His Madness covers three items you won’t find in any new-hire training manual but are critical to your career in F&I. Together, they make up the unwritten rules of life inside a dealership.

May 15, 2013

Preventing the Unexpected

His Madness recounts a little history lesson before offering a primer for snuffing out bad habits and making positive changes.

March 20, 2013

Fear Factor: When Customers Say 'No'

His Madness offers a little pep talk to remind F&I pros that if anybody has reason to be afraid of making a wrong turn, it shouldn’t be you.

December 7, 2012

Show Me The Process

The debate at this year’s Industry Summit didn’t change His Madness’ opinion about the mobile menu. But he says there is one thing software makers can do that would.

November 13, 2012

Be the Menu

After recounting the origins of the F&I menu, His Madness reminds us that talent and dedication are the keys to making it an effective sales tool.

October 8, 2012

The Subprime Effect

Subprime financing is coming back in a big way. Is your dealership ready? His Madness breaks down several different options to help your dealership cash in.

September 14, 2012

Unwinding A Deal

Unwinding a deal is a rotten experience for you, your dealer and the customer. But the magazine’s from-the-trenches columnist says there are at least five scenarios in which it’s the only logical choice.

August 7, 2012