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How to Sell GAP in a Crisis

How to Sell GAP in a Crisis

Mounting losses have compelled many underwriters to jump ship on guaranteed asset protection, but it remains a cornerstone product that continues to perform for customers, dealers, and F&I managers.

June 4, 2019

Proper Desking Prevents Payment Packing

Proper Desking Prevents Payment Packing

Despite improved industry education and a slew of regulatory enforcement actions, packing payments remains a popular pursuit at dealerships around the nation. Here’s how to prevent this highly illegal practice before it starts.

May 21, 2019

Why the Why of F&I Matters: Part 2

Why the Why of F&I Matters: Part 2

Top trainer returns from a dealership tour on which he asked finance managers from across America why they chose F&I and the personal benefits they derive from their work.

May 16, 2019

Your Pay Plan Is Not Your Job Description

Your Pay Plan Is Not Your Job Description

His Madness says putting transparency, ethics, and the customer’s needs first is the long-term solution to the short-term problem of meeting your next monthly production goal.

May 13, 2019

F&I Is Stronger Than Ever

F&I Is Stronger Than Ever

Fears that F&I would fall victim to advancing technology and bad press appear unfounded as the segment continues to perform for dealers and car buyers.

May 8, 2019

When Sales Is to Blame for Noncompliance: Part 3
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