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Results: 31

Doing Our Part

After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

July 7, 2017

(Video) Have a Real Conversation

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

July 7, 2017

There’s No ‘I’ in Team

His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

June 8, 2017

What’s the Rush?

When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

May 2, 2017

The New Stooges

The Alpha Dawg predicts that the latest round of technology disrupters will deliver more missed opportunities than closed deals.

May 2, 2017

Trading Rate for Product

A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

May 2, 2017

Simple Is as Simple Does

Simple Is as Simple Does

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.

March 7, 2017

(Video) Timing F&I

Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the needs-discovery portion of his process.

March 7, 2017

Stop the Madness

His Madness takes another swipe at tech companies looking to change the F&I experience. He says if they are so bent on improving the customer experience, fix the sales process and leave F&I alone.

November 7, 2016

Keep Calm and Sell On

Even His Madness gets the jitters sometimes. He details a recent sale involving two insurance executives that had him questioning his abilities as an F&I pro.

September 2, 2016

(Video) Losing the 'F' in F&I

An F&I pro says his dealership’s decision to remove the ‘F’ from his F&I duties is hurting his ability to handle customer objections. The magazine’s resident F&I pro weighs in.

August 8, 2016

Time Is Money

His Madness takes a look at the many reasons customers are left waiting to see the F&I manager after committing to a purchase.

March 30, 2016

[Video] Perfect Timing

[Video] Perfect Timing

Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.

November 13, 2015

A Newbie’s Guide to F&I

When His Madness asked his F&I friends to provide some words of wisdom to F&I newbies, he found a few nuggets of advice for grizzled vets as well.

February 5, 2013

Regulators Reach Out

The CFPB has offered its first invitation to the auto finance segment, and the editor has a few thoughts for the agency — if it would just return his calls.

January 18, 2013