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Results: 34
Certified for the Future

Certified for the Future

The magazine’s compliance pro breaks down Compliance Summit’s new certification component. He explains how it’s designed to address the industry’s true regulator.

August 4, 2016

R.I.P. Payment Packing

The AFIP’s executive director says it’s time to say goodbye and good riddance to a relic of F&I’s past. He explains why ‘a little wiggle room’ hurts new-car gross and puts sales at risk.

November 13, 2015

Creative License

Creative License

The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.

August 5, 2015

Excel-erate the Experience

Excel-erate the Experience

Making customers wait can doom the F&I process before it begins. The magazine’s resident F&I trainer details a time-saving process designed to put customers in a buying mood.

June 2, 2015

F&I’s New Mantra

F&I’s New Mantra

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

June 2, 2015

Becoming a Better Professional

The AFIP’s executive director says not all goals require a Herculean effort to complete. He lays out a plan for setting and achieving simple, meaningful objectives every 90 days.

June 2, 2015

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

10.5 Ways to Create Customer Interest

10.5 Ways to Create Customer Interest

The magazine’s resident F&I pro thinks F&I managers can take a cue from the Duke of Wellington, who once said, ‘Wise people learn when they can. Fools learn when they must.’

August 14, 2014

People, Process, Pay Plans

People, Process, Pay Plans

Top F&I mind says there are nine components that need to be in every F&I pay plan. Not only do they provide the right motivation, they can be the key to retaining top talent.

July 14, 2014

Feeling the Boom

Feeling the Boom

The oil boom in North Dakota has fueled record sales for Kupper Chevrolet. And thanks to a few minor tweaks, the store’s F&I department has adapted nicely to its cash-flush clientele.

June 2, 2014

Pay Plans Revisited

Pay Plans Revisited

Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine’s F&I expert has the answer, a plan that accounts for a new market dynamic.

June 2, 2014

Customer’s Choice

Customer’s Choice

What do successful baseball players, fishermen, restaurateurs and F&I managers have in common? The magazine’s F&I expert has the answer.

February 6, 2013

5 Compliance Checkpoints

The magazine’s resident compliance auditor provides a checklist that will help your store steer clear of state and federal regulators in 2013.

January 17, 2013

People, Process, Profit

People, Process, Profit

Attendees of the magazine’s annual conference gathered to hear how six top trainers view the road ahead for the F&I industry. What they heard was a familiar rallying cry.

November 14, 2012

Keys to the Sale

Keys to the Sale

The cost to replace car keys is increasing as the technology embedded in them advances. The magazine’s F&I expert offers this primer for selling key replacement programs.

May 14, 2012