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Make F&I Great Again

Make F&I Great Again

His Madness challenges F&I professionals to take whatever steps are necessary to make the business office a safe, fun, comfortable stop on the customer’s path to purchase.

December 1, 2018

Give Yourself an Edge

His Madness offers a sample of word-tracks and strategies from many of the nation’s leading F&I producers and trainers.

November 1, 2018

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

Comply Like Nobody’s Watching

His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

September 1, 2018

'We Never Buy This Stuff'

Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

August 6, 2018

Stop Painting Dealers With a Broad Brush

Stop Painting Dealers With a Broad Brush

His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

July 16, 2018

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

Is That Legal?

Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

May 7, 2018

Overcome Your F&I Weaknesses

His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

April 4, 2018

Proper Deal Structure Moves Mountains

His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

March 12, 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

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

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