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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

GAP Suffers Another Setback

The editor reveals the truth behind an NPR report critical of the industry’s efforts to undo the Military Lending Act guidance that put the brakes on GAP sales.

August 30, 2018

Car Buyers Need F&I

Current market trends are playing right into the F&I product pitch, but they also reveal trouble ahead for the automotive retail industry at large.

August 6, 2018

Menus Don’t Work Miracles

Menus Don’t Work Miracles

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

'We Never Buy This Stuff'

Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

August 6, 2018