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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
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
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.
March 12, 2018
There are countless ways to sell financing and protection products, but only one way to truly connect with customers.
July 7, 2017
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
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
The magazine’s resident F&I pro responds to an F&I manager’s query on how to handle a parent’s objection to his products.
November 4, 2016
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](https://dealerimages.bobitstudios.com/upload/fi-magazine/content/blogpost/_migrated/FI1115-Reahard-mktg-piece-v2-__-270x180-a.jpg)
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
The editor searches for the origins of a mythical menu requirement and explains how even nonexistent rules can help promote compliance.
December 7, 2012
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
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
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
The editor offers a few insights he picked up at the magazine’s annual conference, which attracted near-record attendance.
October 31, 2011
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