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Taking Inventory

His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.

January 10, 2017

Culture Clash

His Madness breaks from his usual F&I programming to deliver a message to dealers about the importance of culture and the keys to instilling and maintaining it.

December 27, 2016

Defining F&I Success

His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.

December 6, 2016

Don’t Fear the ‘No’

How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on the fly.

May 6, 2016

Part II: Becoming an F&I Manager

His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

March 4, 2016

Controlling the Conversation

His Madness is tired of all this new-age F&I talk. He calls on F&I managers everywhere to change the conversation by upping their game in three critical areas.

January 14, 2016

Word for Word

Our from-the-trenches columnist says that word-tracks still have their place in the industry — even if he doesn’t necessarily subscribe to their intended purpose.

February 1, 2012

Getting Hot and Staying Hot

Sticking to your processes breeds success, and success breeds confidence. The magazine’s from-the-trenches columnist gets scientific to hunt down the key to keeping those hot streaks going.

January 17, 2012

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