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Menus Don’t Work Miracles

Menus Don’t Work Miracles

A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

August 6, 2018

Avoiding the AAA Objection

Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

July 3, 2018

(Video) Have a Real Conversation

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

July 7, 2017

Simple Is as Simple Does

Simple Is as Simple Does

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.

March 7, 2017

Resistance Isn’t Always Futile

The editor delves into results of a new study that says 60% of dealers who aren’t using tablets aren’t even considering adopting them.

February 10, 2017

Part II: Becoming an F&I Manager

His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

March 4, 2016

[Video] Perfect Timing

[Video] Perfect Timing

Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.

November 13, 2015

Debunking Base Payment Myths

The editor searches for the origins of a mythical menu requirement and explains how even nonexistent rules can help promote compliance.

December 7, 2012

Show Me The Process

The debate at this year’s Industry Summit didn’t change His Madness’ opinion about the mobile menu. But he says there is one thing software makers can do that would.

November 13, 2012

Be the Menu

After recounting the origins of the F&I menu, His Madness reminds us that talent and dedication are the keys to making it an effective sales tool.

October 8, 2012

Progress or Pipe Dream?

The magazine’s frontline columnist doesn’t dislike the mobile menu. He just wants proof it won’t be another failed attempt at updating the F&I process.

March 12, 2012

Reporter’s Notebook: 4 Quick Tips

The editor offers a few insights he picked up at the magazine’s annual conference, which attracted near-record attendance.

October 31, 2011

Lines Drawn

The idea behind the menu seems simple enough. Use it and you can sell more products. Well, evidently, how you use it has come into question. The editor weighs in.

October 7, 2011