Crack the Credit Union Code
Is your local credit union a friend or a foe? The magazine’s resident F&I wiz offers a four-step process you can use to unlock a powerful new auto finance source.
October 16, 2018
Is your local credit union a friend or a foe? The magazine’s resident F&I wiz offers a four-step process you can use to unlock a powerful new auto finance source.
October 16, 2018
After sitting through a few less-than stellar F&I performances, the magazine’s resident F&I pro recalls advice his father once gave him. It was a recommendation every F&I department should take to heart.
January 21, 2014
The magazine’s F&I expert says it’s time to stop complaining about the Internet, and offers a four-step process for turning the Internet into an ally of the F&I office.
March 26, 2013
Don’t let so-called ‘best practices’ get in the way of your performance or your customers’ needs. The magazine’s resident F&I expert lists the 10 ‘next practices’ that are driving processes at top dealerships.
February 7, 2012
The desk can be critical to a dealership’s success, but overstepping its boundaries can leave a store vulnerable. The magazine’s F&I pro draws a line in the sand.
October 7, 2011
F&I trainer runs through six objection-handling techniques for selling service contracts and GAP, and offers advice for closing the customers who listen.
April 4, 2011
In the ‘70s, it was the assumptive close. In the ‘80s, it was step-selling. The ‘90s brought along the F&I Menu. Expert shows you how F&I’s newest upgrade can take sales and profits from ‘woe’ to ‘WOW.’
February 1, 2010
If you have the right product lineup and selling prices, pre-owned customers will buy F&I products, too. F&I trainer shows you how.
November 1, 2009
The current market environment will definitely separate the survivors from the victims. F&I expert provides a road map for doing more than just weathering today’s economic storm.
July 1, 2009
It's no secret that F&I income is critical to a dealership's bottom line, so why aren't you using a menu? Not only does it help with the sale, it also protects the dealership. F&I expert gives his take and provides five keys to menu selling.
September 1, 2008
When it comes to quoting payments, the old "quote 'em an inflated monthly payment, peel 'em off the ceiling, and see what sticks" not only doesn't work anymore, it's deceptive. F&I expert breaks down the rules and the risks of quoting payments.
July 1, 2008
Is your current F&I sales process adding value or alienating customers? In today’s world of Google, Myspace and YouTube, word-tracks are like 8-tracks: obsolete. Expert explains how to give today’s Generation X and Y customers what they want: a fast-paced, non-confrontational buying experience.
April 1, 2008
F&I professionals are well positioned to take a leadership role in the dealership because of their range of knowledge. Valuable managers try to help everyone involved in the sale and purchase of a new vehicle.
June 1, 2006
Invite customers to talk about their needs and concerns by asking questions that elicit detailed responses. Make every question part of your needs-discovery process.
February 1, 2006
Inflating a monthly payment quote to leave room in the deal is not only unethical, it's illegal. Instead of promising the "best rate," give your customers all the facts and let them make an informed decision.
January 1, 2006