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You Don’t Have to Be a Closer to Close

Talent Coach

His Madness admits patience isn’t something that comes naturally, but he recognizes how important it is when it comes to managing people.

October 22, 2013

Measuring Up

His Madness delves into the rate vs. product discussion, and reminds F&I offices everywhere why the latter does so much more than help per-copy averages.

September 26, 2013

Fine-Tuning F&I

In the finance office, bad habits cost money. His Madness says it’s time to lose your so-called quirks and get down to business.

July 16, 2013

Hold Your Position

The CFPB’s saber-rattling has failed to upset the magazine’s in-the-trenches columnist, who reminds us that dealers have survived past attacks on their bottom lines.

June 12, 2013

3 ‘P’s of F&I

His Madness covers three items you won’t find in any new-hire training manual but are critical to your career in F&I. Together, they make up the unwritten rules of life inside a dealership.

May 15, 2013

Preventing the Unexpected

His Madness recounts a little history lesson before offering a primer for snuffing out bad habits and making positive changes.

March 20, 2013

A Newbie’s Guide to F&I

When His Madness asked his F&I friends to provide some words of wisdom to F&I newbies, he found a few nuggets of advice for grizzled vets as well.

February 5, 2013

Fear Factor: When Customers Say 'No'

His Madness offers a little pep talk to remind F&I pros that if anybody has reason to be afraid of making a wrong turn, it shouldn’t be you.

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

The Subprime Effect

Subprime financing is coming back in a big way. Is your dealership ready? His Madness breaks down several different options to help your dealership cash in.

September 14, 2012

Unwinding A Deal

Unwinding a deal is a rotten experience for you, your dealer and the customer. But the magazine’s from-the-trenches columnist says there are at least five scenarios in which it’s the only logical choice.

August 7, 2012

In With the New

His Madness offers a few spring cleaning items you need to take care of before those key selling months roll around.

June 5, 2012