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Is Technology Changing F&I or Is F&I Changing Technology?

Is Technology Changing F&I or Is F&I Changing Technology?

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

The Emotional Side of Selling

The Emotional Side of Selling

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 Service

Vroom Service

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

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

Try Before You Buy

Try Before You Buy

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

Changing the F&I Experience

Changing the F&I Experience

Larry Dorfman founded APCO/EasyCare on the premise that car buyers are his true customers. Now he and his team are riding shotgun on Sonic Automotive’s drive toward a new customer experience.

January 14, 2015

Measuring F&I  Performance

Measuring F&I Performance

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

What’s on the Menu?

What’s on the Menu?

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

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

Provide, Preserve, Protect

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

Driving Tech Into F&I

Driving Tech Into F&I

Executives from five technology companies say it will take the efforts of those on the front lines to get the F&I office up to speed.

November 18, 2013

The Perfect Blend

The Perfect Blend

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

No Pipe Dreams Here

No Pipe Dreams Here

The head of IAS’s retail software division responds to Marv’s column last month, and offers his perspective on the iPad and mobile tools.

April 13, 2012

Head of the Class

Head of the Class

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

Tracking F&I Performance

Tracking F&I Performance

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