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Results: 29
Make the Most From the Leased

Make the Most From the Leased

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

June 6, 2011

Solving the eBusiness Puzzle

Solving the eBusiness Puzzle

The eBusiness model has yet to take F&I offices by storm, primarily because dealers don’t see the profit potential. Technology insider offers five reasons they need to join the revolution.

May 1, 2011

Pulling Out All the Props
Product Placement

Product Placement

Should the base payment be displayed on the menu? Officials with IAS offer their take on that hot-button question and more.

February 1, 2011

The Great Debate

The Great Debate

From DMS integration to Excel spreadsheets, our panel debated the key elements of an effective menu presentation and how it can drive profits.

November 1, 2010

The Menu Battle

Ristken Software Service’s top executive sits down with the magazine to talk about an aspect of the menu business that hasn’t received much fanfare.

June 28, 2010

Pink-Slip Protection: What’s the Holdup?

Pink-Slip Protection: What’s the Holdup?

An insider provides some insight on what’s preventing job-loss protection from becoming a regular item on F&I menus. He says the industry could see some positive things with the product this year.

March 1, 2010

Upgrading to F&I 4G

In the ‘70s, it was the assumptive close. In the ‘80s, it was step-selling. The ‘90s brought along the F&I Menu. Expert shows you how F&I’s newest upgrade can take sales and profits from ‘woe’ to ‘WOW.’

February 1, 2010

Boost Your Bottom Line

Boost Your Bottom Line

Windshield cracks, tire blowouts and door dings are common occurrences for vehicle owners, but do they translate into a market for today’s new wave of F&I products? Dealers say they do.

December 1, 2009

A Dealer’s Guide to Compliant Paperwork

As most dealers know, paperwork can be a friend and foe. Compliance expert provides his guide for correcting 10 of the most common paperwork errors.

September 1, 2009

The Psychology of F&I

When it comes to F&I, science matters more than opinion. F&I veteran climbs into the minds of consumers and reveals five ways you might be sabotaging your success.

July 1, 2009

Exploding the 8 Myths of F&I

Exploding the 8 Myths of F&I

Some of the long-held principles of selling F&I products no longer apply, but F&I managers may still believe these are effective techniques.

July 1, 2005

Part 6: Close the Deal With a Menu

Menus don't sell products — people do. But effectively using them as a tool during the deal will ensure more sales and full disclosure.

September 1, 2004

How to Use the Option Close

How to Use the Option Close

The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.

July 1, 2003

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