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Why the Why of F&I Matters: Part 1

Why the Why of F&I Matters: Part 1

You have enough training and talent to make a living in F&I, but your PVR won’t budge. Get to the next level by asking why you do this work and how your success or failure affects your customers’ lives.

April 18, 2019

Tesla and the 1% Problem

Tesla and the 1% Problem

For all its missteps, Tesla Inc. finally found its footing in 2018, eking out a 1.2% market share and renewing concerns shared by established manufacturers and brick-and-mortar dealers.

April 4, 2019

You Don’t Have to Be a Closer to Close
No Way Is the Way

No Way Is the Way

Rehashing deals at the desk is a losing proposition for the business office, the dealership, and its customers. One expert says dealers and managers must act now or be forced to watch the art of F&I dwindle into obscurity.

March 25, 2019

When Sales Is to Blame for Noncompliance: Part 2
The Empty F&I Office

The Empty F&I Office

Looking to kill some downtime? Top trainer urges F&I pros to hit the show floor, consult with service staff, and take care of your ‘other’ customers — including the ones you see every day.

March 8, 2019

Play Like a Champion

Play Like a Champion

His Madness wants F&I pros to achieve greatness by pushing the limits of performance, product knowledge, and customer service.

March 5, 2019

Get Out of My Store

Get Out of My Store

Dealers have become increasingly vocal and organized in resistance to expensive and onerous factory-mandated facility upgrades.

February 28, 2019

When Sales Is to Blame for Noncompliance: Part 1

When Sales Is to Blame for Noncompliance: Part 1

Why is it called ‘F&I compliance’ when most concerns arise in the showroom? Expert lists three common issues created by uninformed or undisciplined salespeople and sales managers.

February 26, 2019

3 Ways to Achieve Peak F&I Performance

3 Ways to Achieve Peak F&I Performance

Top trainer lists the three cold, hard truths every F&I manager must one day face to reach the production levels enjoyed by those operating at the highest levels of the profession.

February 21, 2019

Change Your Own Oil

Change Your Own Oil

Bad habits form quickly when finance friction affects your performance. His Madness explains how true F&I professionals roll up their sleeves and seek inspiration to get back on track.

February 12, 2019

The Psychology of Dealership Embezzlement
5 Ways to Get Better at F&I in 2019
Get Over It

Get Over It

Before you quit F&I and start flipping burgers, His Madness reminds you that every losing streak has to end sometime.

January 14, 2019

The Condemnation Was Swift

The Condemnation Was Swift

California’s Simi Valley Ford drew international scorn for an email promising ‘smoking hot deals’ in the midst of a deadly and destructive wildfire.

December 11, 2018