Have you ever let someone cut in line without first giving you a good reason why you should let them? Gerry Gould explains why that question relates to selling a service contract in F&I’s tip of the week.
February 5, 2013
United Development Systems’ Gerry Gould delves into menu setup and presentation, and explains why products are presented in the order they are.
January 31, 2013
A good discovery interview doesn’t mean anything unless your product presentation matches what you’ve learned about the customer. The F&I Professor explains how that’s done in F&I's Tip of the Week.
January 29, 2013
United Development Systems’ Gerry Gould provides a nice pep talk to those in the box, reminding F&I producers everywhere that the spotlight goes on the minute you step out of your office.
January 24, 2013
It's an efficiency tool and a compliance tool all wrapped into one. But when should an F&I manager introduce the F&I menu? The F&I Professor provides his answer in F&I's Tip of the Week.
January 17, 2013
It’s a fact that salespeople who conduct the service walk achieve higher grosses on the vehicles they sell. So why doesn’t every sales consultant do it? Gerry Gould weighs in, and covers the F&I manager’s roll in this important step on the road to a sale.
January 8, 2013
Tired of getting incomplete credit applications from sales? The F&I Professor, John Vecchioni, offers a great fix in F&I’s Tip of the Week.
December 20, 2012
A good meet and greet in the showroom should seamlessly transition into an F&I manager’s discovery process. But before you ask your next customer how many miles he or she averages per year, check out John Vecchioni’s F&I Tip of the Week.
December 13, 2012
Do you build rapport before presenting the menu? Or do you get right to business the moment the customer enters your office? United Development Systems' Gerry Gould offers his take in F&I’s Tip of the Week.
December 11, 2012
Did your customer clean the inside and outside of the vehicle they’re trading in? If so, then you have the perfect entry point to sell interior and exterior protection. United Car Care’s John Vecchioni explains in F&I’s Tip of the Week.
December 6, 2012
United Development Systems' Gerry Gould explains why it’s critical that F&I managers get involved on the showroom floor when they’re not working a deal.
December 4, 2012
United Car Care's John Vecchioni says it’s OK for F&I managers to use sales meetings to update the sales team on outstanding deals, but the F&I Professor says it’s even better if the F&I manager can share a closing experience to help those struggling sales consultants.
November 29, 2012
Getting sales consultant to help the F&I cause is a great thing, but that doesn’t mean you should trust everything they say about your next customer. United Development Systems Gerry Gould explains in F&I’s Tip of the Week.
November 27, 2012
John Vecchioni, the F&I Professor, reveals the best objection-handling technique he’s ever come across. United Car Care’s national trainer also explains the “Pirates Method” of objection handling.
November 15, 2012
United Car Care’s John Vecchioni, also known as the F&I Coach, reminds F&I managers about the importance of partnering with sales and service in this week’s Tip of the Week
October 11, 2012