Taking Inventory
His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.
January 10, 2017
His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.
January 10, 2017
His Madness breaks from his usual F&I programming to deliver a message to dealers about the importance of culture and the keys to instilling and maintaining it.
December 27, 2016
His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.
December 6, 2016
Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.
December 6, 2016
Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a must-have.
July 6, 2016
The editor gets called out by a reader about a cash-conversion technique he detailed in the magazine’s June issue.
July 6, 2016
Da Man offers his take on the current leasing boom and delivers a few of his favorite lease closes.
July 5, 2016
How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on the fly.
May 6, 2016
F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.
May 6, 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
His Madness is tired of all this new-age F&I talk. He calls on F&I managers everywhere to change the conversation by upping their game in three critical areas.
January 14, 2016
It’s a commonly held belief that success in this business comes down to people, process and profit. So why are employees always the last in line?
March 12, 2012
If you want to be a top-flight dealership, you’ll need to be clear about who you are and what you’re about. ‘Da Man’ explains.
February 1, 2012
Our from-the-trenches columnist says that word-tracks still have their place in the industry — even if he doesn’t necessarily subscribe to their intended purpose.
February 1, 2012
Building the virtual F&I office really shouldn’t be that difficult. If you know how to overcome an objection, you already have your first post.
February 1, 2012