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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

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

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

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

Doing Our Part

After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

July 7, 2017

What’s the Rush?

When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

May 2, 2017

Debating the Chargeback

Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

April 11, 2017

Simple Is as Simple Does

Simple Is as Simple Does

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.

March 7, 2017

Finding Pleasantville

His Madness finds himself dreaming of the town of Pleasantville, where deals arrive properly structured and every customer has an 800 credit score.

February 10, 2017

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