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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

Salespeople Can Be So Arrogant

Salespeople Can Be So Arrogant

F&I managers have a professional justification and an ethical responsibility to forbid salespeople from barging into your office while you are meeting with customers.

December 6, 2018

Make F&I Great Again

Make F&I Great Again

His Madness challenges F&I professionals to take whatever steps are necessary to make the business office a safe, fun, comfortable stop on the customer’s path to purchase.

December 1, 2018

Cash Rebate as Cash Down Payment

Top trainer counsels an F&I pro who wants to put a ‘customer cash’ rebate toward the down payment to reduce their customer’s interest rate.

November 8, 2018

It's Just Time

The editor says goodbye to the magazine that introduced him to the amazing world of F&I and the automotive retail industry at large.

November 3, 2018

Give Yourself an Edge

His Madness offers a sample of word-tracks and strategies from many of the nation’s leading F&I producers and trainers.

November 1, 2018

Help! My Dealership Is Packing Payments

Top trainer comes to the rescue of an F&I manager who fears an antiquated, discredited, and deceptive sales tactic has taken root at his store.

October 9, 2018

Red Flags Alert

The editor believes recent regulatory activity should serve as a warning to dealers who haven’t dusted off their Red Flags compliance programs in the years since the rule took effect.

October 9, 2018

Readers Are Leaders

Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.

October 9, 2018

Sharing the Profit

After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

September 6, 2018

Comply Like Nobody’s Watching

His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

September 1, 2018