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John Vecchioni, the F&I Professor, reveals the best objection-handling technique he’s ever come across. United Car Care’s national trainer also explains the “Pirates Method” of objection handling.
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Attendees of the magazine’s annual conference gathered to hear how six top trainers view the road ahead for the F&I industry. What they heard was a familiar rallying cry.
Read More →There are two things every finance manager must determine when working with a customer. United Car Care’s John Vecchioni explains how those two things will shape how the menu is presented in F&I’s Tip of the Week.
Read More →It’s rare that a customer requests an F&I manager by name, but Gerry Gould has found one. He goes one-on-one with this longtime F&I manager to get his secrets to capturing repeat business and turning service advisors into F&I advocates. Click on the link to find out what else they talked about.
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F&I managers must decide for themselves whether the customer interview is advisable or expendable, but the magazine’s subprime insider says it’s mandatory for special finance managers.
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The cost to replace car keys is increasing as the technology embedded in them advances. The magazine’s F&I expert offers this primer for selling key replacement programs.
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Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.
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It’s not a ‘knowing’ problem that plagues dealerships; it’s a ‘doing’ problem. ‘Da Man’ explains why most training efforts fail before the trainer even leaves the store.
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The call for transparency is giving rise to one type of F&I manager and forcing two others into extinction. The magazine’s resident F&I trainer explains.
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The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.
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