The Industry's Leading Source for F&I, Sales and Technology
Search Close Menu

Search Results

Results: 44

Close
Expand All
Winning by Design

Winning by Design

Dealership expert breaks down four key elements to building a high-performance team in today’s retail environment.

September 5, 2018

10 Building Blocks of a Dynamic Organization

Ready, Fire, Aim!

Dealer software expert makes the case for switching to an electronic menu and reaping the rewards of a swift, productive and compliant F&I process.

January 10, 2017

Ditch the Interview

Ditch the Interview

F&I pro makes a case for ditching the F&I interview. He says a quick discussion with the salesperson and a look at the customer’s credit report and trade appraisal will tell you all you need to know.

December 5, 2016

Selling Solutions, Not Products

Selling Solutions, Not Products

Great F&I professionals don’t jump to conclusions, and they don’t try to solve problems for customers. Instead, they solve problems with customers. F&I trainer explains how.

December 5, 2016

5 'Tells' of a Lying Job Candidate

5 'Tells' of a Lying Job Candidate

Human resources expert reveals the five traits hiring managers need to look for when interviewing a prospective candidate.

October 4, 2016

Wielding the Velvet Hammer

Wielding the Velvet Hammer

At last month’s F&I Think Tank, female F&I pros shared their stories of perseverance in a male-dominated industry, talked about how times have changed, and explained why they believe women are the future of F&I.

June 3, 2016

The Master's Mindset

The Master's Mindset

Are your penetrations stuck in neutral? Top trainer explains how adopting the F&I master’s mindset creates more enjoyable — and productive — presentations.

June 3, 2016

6 Ways to Hire  for Success

6 Ways to Hire for Success

Hiring to get the body count up can be a recipe for disaster. Personnel expert explains why dealers and managers need to hire character first and credentials second.

May 6, 2016

Nothing but the Truth

Nothing but the Truth

F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.

February 4, 2016

Change the Approach

Change the Approach

F&I pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.

November 25, 2015

Try Before You Buy

Try Before You Buy

The father of the F&I menu is back, and he has a message for companies claiming to have developed the next big thing for F&I.

May 1, 2015

Conquering the Curveball

Conquering the Curveball

Practicing and studying the pitcher are the keys to hitting baseball’s most unhittable pitch. F&I trainer says the same applies in the F&I office, which has faced quite a few curveballs of late.

April 3, 2015

F&I’s Winter Tune Up

F&I’s Winter Tune Up

The end of the year means it’s time to take inventory. F&I trainer lists four things you need to do to ensure you’re ready to maximize every opportunity in the year ahead.

December 17, 2014

Culture Change

Culture Change

Faulkner-Ciocca Ford is achieving big numbers in its small Pennsylvania borough. The secret to the store’s success is an approach that has torn down the walls between sales and F&I.

December 17, 2014