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Menu Selling

The one tool that's revolutionized the F&I office in the automotive industry is the menu. Now it's time for powersports dealers to reap the benefits. F&I expert shows you how to make the transition.

May 1, 2008

The Ideal Product Mix for 2008

With insiders predicting that 2008 will be the year of the used car, how prepared is your F&I office to maximize profits? F&I expert provides his take and shows you six products that should be in the mix.

February 1, 2008

Technology Driving F&I Evolution

Menu selling has redefined the way F&I managers present their products. However, expect technology to change the F&I office more in the next five years than it has in the last 20.

September 1, 2007

Closing the Deal with a Hybrid Menu

Closing the Deal with a Hybrid Menu

Instead of using the menu as a crutch, give your customers a prepared presentation based on your own knowledge. They can better choose their options from the menu after listening to you.

January 1, 2006

How to Use the Option Close

How to Use the Option Close

The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.

July 1, 2003