The rapid evolution and advancement of dealership systems and selling tools has led some F&I managers to fear new technology and others to embrace it. Whether you’re in Flintstones or Jetsons mode, you need a plan to meet or exceed your customers’ expectations.
June 17, 2019
Top trainer reminds F&I pros to occasionally set aside the logical flow of product presentations and let emotions take over.
December 9, 2015
Vroom is one of a handful of firms attempting to prove that cars and F&I products can be sold online, with one major difference: The company was founded by former AutoNation executives.
October 12, 2015
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
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
The Father of the F&I menu breaks down how he measures F&I success. He also explains how his methodology can help reduce charge-backs and cancellations.
December 17, 2014
The Mad Marv-moderated compliance panel at Industry Summit 2014 addressed supposed menu-governing regulations, the hybrid manager, tablet menus and the CFPB.
November 6, 2014
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
Top trainer says the issues dividing most sales and F&I departments could be solved if compliance wasn't an F&I-only concern.
December 23, 2013
The ‘Father of the F&I Menu’ offers his thoughts on how many and what type of products should be on your store’s menu.
May 15, 2013
Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.
February 2, 2012
The magazine’s reader survey reveals that average profit per new vehicle retailed still hovers around $800, and that F&I managers are averaging approximately two products per deal.
January 17, 2012
The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal
six tried-and-true products that make for great lease add-ons.
June 6, 2011
The right prop can be the perfect objection killer, but choose your tools wisely.
March 1, 2011
Should the base payment be displayed on the menu? Officials with IAS offer their take on that hot-button question and more.
February 1, 2011