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5 Focus Factors of F&I

It's definitely easy to get wrapped up in all of the negatives these days. F&I trainer provides a head-clearing lesson and reveals the five factors every F&I manager should be focused on.

November 1, 2009

10 Steps To The top

What separates mediocre from successful is very subtle, but that separation can make a big difference. F&I expert rolls out his 10 steps to get to the top.

May 1, 2009

8 Ways to Maximize F&I

No matter if your store is categorized as small or mega, your dealership is leaving money on the table if it isn't utilizing an F&I department. F&I expert provides the eight keys to kick-starting your F&I department.

September 1, 2008

Achieving Geometric Growth

Improving F&I income requires minimal change on a dealer's part. F&I expert shows you how minor improvements can lead to big financial gains, as well as a more satisfied customer.

July 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

Creating the Perfect F&I Pay Plan

Creating the Perfect F&I Pay Plan

F&I pay plans should motivate employees to sell more products and have clear compensation guidelines. If you’re constantly reworking the pay plan, it’s time for a new one.

June 1, 2006

It's Time to Take Action

It's Time to Take Action

The first step toward effective training is making the decision to seek instruction. You need to identify your expectations and know your personal learning style to get the best results.

March 1, 2006

Exploding the 8 Myths of F&I

Exploding the 8 Myths of F&I

Some of the long-held principles of selling F&I products no longer apply, but F&I managers may still believe these are effective techniques.

July 1, 2005

Geometric Growth in F&I

Geometric Growth in F&I

It only takes a few subtle improvements in your F&I approach to achieve a huge jump in your numbers.

December 1, 2004

F&I = Future-Oriented & Innovative
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