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Study: Top Sales Performers Are Active Listeners

Study: Top Sales Performers Are Active Listeners

A new Marchex study of 6,200 dealership sales conversations by Marchex finds the top 25% of performers listened actively, asked engaging questions, offered contact information, requested names, and were unfailingly polite.

June 28, 2019

Save the Date: Industry Summit Heads to New Orleans

Save the Date: Industry Summit Heads to New Orleans

This year’s Industry Summit will be held Nov. 4–6 at the New Orleans Marriott, offering the nation’s premier advanced F&I training curriculum, new and returning tracks and events, and free admission for the first 100 dealers and general managers who sign up when registration opens this summer.

May 2, 2019

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

Taking Inventory

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

January 10, 2017

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

AutoNation Holding One-Day Hiring Event to Fill Thousands of Positions

AutoNation will be holding a one-day hiring event on Tuesday, Jan. 10, according to a recent company announcement. The event will take place throughout 15 cities across the country, and will feature thousands of sales and service positions available at all of the company’s stores and service centers, the company stated.

January 5, 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

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