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Results: 33

[Video] Selling to Short-Term Owners

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

February 9, 2018

(Video) Selling High-Mileage VSC Plans

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

January 8, 2018

Still a Work in Progress

The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

December 4, 2017

Handling the ‘Last Car’ Objection

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

November 14, 2017

Sold But Not Closed

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

October 10, 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

Debating the Chargeback

Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

April 11, 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) Handling Remote Deliveries

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

February 10, 2017

The Silent Partner

His Madness offers praise for the advancement of technology in the F&I office but warns that some tools may not be useful to true professionals.

July 6, 2016

Always Be Prepared

His Madness offers a four-point plan for winning over customers whose insurance companies are trying to steal your F&I product sales.

April 7, 2016

F&I Takes Center Stage

Establishing a better connection between the F&I office and today's Internet customer was top of mind at this year's annual dealer conference. Word in the aisle ways is that solutions aimed at doing just that will be hitting the market this summer.

February 6, 2012

Lines Drawn

The idea behind the menu seems simple enough. Use it and you can sell more products. Well, evidently, how you use it has come into question. The editor weighs in.

October 7, 2011

Call On ‘Line 5’

After hearing what one finance executive said about financing back-end products, the magazine’s front-line columnist decides to delve into the root of the dreaded ‘Line 5’ call.

August 5, 2011