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

Search Results

Results: 27

Close
Expand All

Taking Inventory

His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.

January 10, 2017

Culture Clash

His Madness breaks from his usual F&I programming to deliver a message to dealers about the importance of culture and the keys to instilling and maintaining it.

December 27, 2016

Defining F&I Success

His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.

December 6, 2016

(Video) Selling Paint Protection

Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a must-have.

July 6, 2016

Righting a Wrong

The editor gets called out by a reader about a cash-conversion technique he detailed in the magazine’s June issue.

July 6, 2016

To Lease or Not to Lease

Da Man offers his take on the current leasing boom and delivers a few of his favorite lease closes.

July 5, 2016

Don’t Fear the ‘No’

How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on the fly.

May 6, 2016

No Friend of Mine

No Friend of Mine

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

May 6, 2016

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

Controlling the Conversation

His Madness is tired of all this new-age F&I talk. He calls on F&I managers everywhere to change the conversation by upping their game in three critical areas.

January 14, 2016

Pay It Forward

It’s a commonly held belief that success in this business comes down to people, process and profit. So why are employees always the last in line?

March 12, 2012

The Culture Equation

If you want to be a top-flight dealership, you’ll need to be clear about who you are and what you’re about. ‘Da Man’ explains.

February 1, 2012

Word for Word

Our from-the-trenches columnist says that word-tracks still have their place in the industry — even if he doesn’t necessarily subscribe to their intended purpose.

February 1, 2012

Under Construction

Building the virtual F&I office really shouldn’t be that difficult. If you know how to overcome an objection, you already have your first post.

February 1, 2012