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F&I Tip of the Week: The Power of a Good Transition Statement
F&I Tip of the Week: Pace Equals Profit

F&I Tip of the Week: Pace Equals Profit

Research shows that people tend to equate fast-paced speech with a lack of credibility, which isn't what we're after in the F&I office. F&I trainer John Tabar offers a few tips for uncovering and fixing a pace problem.

May 11, 2020

F&I Tip of the Week: Lease-Complementing F&I Protections

F&I Tip of the Week: Lease-Complementing F&I Protections

Most people are drawn to a lease because of the options they have at the end of the lease. But leasing does involve some obligations. F&I trainer John Tabar says it's those responsibilities that represent an opportunity for producers to increase product enrollment on lease deals.

March 30, 2020

F&I Tip of the Week: The ‘Reduce to the Ridiculous’ Close
3 Ways to Sell More F&I to Millennials and Gen Z

3 Ways to Sell More F&I to Millennials and Gen Z

Younger car buyers value security just as much as their elders, but timing, transparency, and diversity are becoming critical factors to F&I success as their market share grows.

July 24, 2019

Protective Dealers Get Consumer-Facing F&I Videos
3 Leadership Skills Every F&I Manager Needs

3 Leadership Skills Every F&I Manager Needs

Taking ownership of your own performance and that of those around you is a proven path to success in any field. For F&I managers, it’s a concrete step toward higher production and career advancement.

May 30, 2019

3 Elements of a Balanced Online F&I Strategy

3 Elements of a Balanced Online F&I Strategy

Flooding your dealership’s website with F&I content without a strategy can be just as costly as underreacting to the Digital Age. The magazine’s resident F&I pro details a balanced approach for taking F&I online.

October 15, 2018

4 Steps to Overcome Any Objection

4 Steps to Overcome Any Objection

The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.

September 6, 2018

The Accept/Decline Form Is F&I’s Best Friend

The Accept/Decline Form Is F&I’s Best Friend

F&I pros who don’t include a completed Accept/Decline form in every deal jacket are not only failing to capitalize on a proven sales tool, they’re putting their dealerships at risk.

September 6, 2018

Give ’Em Gershwin

Give ’Em Gershwin

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

September 5, 2018

Industry Summit Panel to Examine Industry’s Digital Transformation

Industry Summit Panel to Examine Industry’s Digital Transformation

Industry Summit’s annual ‘From the Boardroom’ session will feature executives from F&I product providers and software firms, who will tackle the big questions facing F&I offices as the industry continues to push for a more digitized car-buying experience.

July 23, 2018

Penske to Install Reynolds docuPAD in All Stores

Penske to Install Reynolds docuPAD in All Stores

Penske said today it intends to integrate electronic document management to improve workflow and efficiency and install the Reynolds docuPAD system in F&I departments across more than 120 Penske dealerships.

July 18, 2018

F&I’s Need for Nobility

F&I’s Need for Nobility

With 78% of Americans living paycheck to paycheck, F&I insider says it’s time for F&I producers to change their approach.

July 3, 2018

Moving F&I Online

Moving F&I Online

Dealer software expert makes the case for following your customers online and adopting a fully digital transaction.

July 3, 2018