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Conquering the Curveball

Conquering the Curveball

Practicing and studying the pitcher are the keys to hitting baseball’s most unhittable pitch. F&I trainer says the same applies in the F&I office, which has faced quite a few curveballs of late.

April 3, 2015

F&I’s Winter Tune Up

F&I’s Winter Tune Up

The end of the year means it’s time to take inventory. F&I trainer lists four things you need to do to ensure you’re ready to maximize every opportunity in the year ahead.

December 17, 2014

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

Surge Protector: Taking Advantage of the Leasing Surge in F&I
The Full Monty

The Full Monty

Unless your dealership’s compliance outfit is covering every requirement, your store is leaving itself at risk. Our dealership compliance expert explains.

March 20, 2013

The Day After Training

The Day After Training

The reason training fails is because the trainees lack a process to implement what is learned. The magazine’s newest contributor offers a primer for making those instructions stick.

December 7, 2012

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

10 ‘Next’ Practices for F&I

10 ‘Next’ Practices for F&I

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

Becoming the Ideal F&I Manager

Becoming the Ideal F&I Manager

The call for transparency is giving rise to one type of F&I manager and forcing two others into extinction. The magazine’s resident F&I trainer explains.

December 1, 2011

5 Steps to Handling an Objection

5 Steps to Handling an Objection

Being able to handle an objection isn’t rocket science, but it does require you to adhere to a strict process. The magazine’s newest F&I expert lays out a five-step plan of attack.

December 1, 2011

Debating the Hybrid Manager

Debating the Hybrid Manager

The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.

November 1, 2011

4 Ways to Reenergize Your Pitch

4 Ways to Reenergize Your Pitch

Have you ever wondered why your performance levels lag? The magazine’s resident expert knows the answer, and offers a remedy for keeping you on your game.

September 6, 2011

The Interview

The Interview

A five-minute interview can go a long way toward putting customers at ease, and it may even lead to a nice boost in F&I profit per vehicle retailed. F&I trainer breaks down the process.

September 6, 2011

She’s Buying

She’s Buying

It’s been a year since Meade Lexus earned AskPatty.com’s “Seal of Approval,” and the dealer group’s CSI is now approaching 100 percent.

August 5, 2011

The Ball's In Your Court

The Ball's In Your Court

The editor is looking for reader feedback, and has a special reward for those who participate. Read on to find out what it is.

May 1, 2010