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Results: 35

Don’t Fear the ‘No’

How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on the fly.

May 6, 2016

No Friend of Mine

No Friend of Mine

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

May 6, 2016

Part II: Becoming an F&I Manager

His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

March 4, 2016

Controlling the Conversation

His Madness is tired of all this new-age F&I talk. He calls on F&I managers everywhere to change the conversation by upping their game in three critical areas.

January 14, 2016

Pay It Forward

It’s a commonly held belief that success in this business comes down to people, process and profit. So why are employees always the last in line?

March 12, 2012

The Culture Equation

If you want to be a top-flight dealership, you’ll need to be clear about who you are and what you’re about. ‘Da Man’ explains.

February 1, 2012

Word for Word

Our from-the-trenches columnist says that word-tracks still have their place in the industry — even if he doesn’t necessarily subscribe to their intended purpose.

February 1, 2012

Under Construction

Building the virtual F&I office really shouldn’t be that difficult. If you know how to overcome an objection, you already have your first post.

February 1, 2012

Training the Manager

Training the Manager

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.

January 17, 2012

Getting Hot and Staying Hot

Sticking to your processes breeds success, and success breeds confidence. The magazine’s from-the-trenches columnist gets scientific to hunt down the key to keeping those hot streaks going.

January 17, 2012

Ditch the Script

Buying a car has always been an emotional experience, so why get mechanical? ‘Da Man’ digs deep to help you close more deals.

December 1, 2011

The Heartbeat of the Deal

Even the most talented sales teams need supervision. “Da Man” has a plan for keeping your process running like clockwork.

October 7, 2011

Momentum: Getting It and Keeping It

The magazine’s sales columnist delves deeper into his call for change in Part 2 of a two-part series on creating sales momentum at your dealership.

October 7, 2011

Too Cool for ‘School’

The magazine’s new columnist says the battle between ‘new school’ and ‘old school’ needs to stop. The reality, he says, is that both schools of thought are necessary in today’s retail environment.

September 29, 2011

4 Operational Game-Changers

The magazine’s sales columnist continues with his call for change in Part 1 of a two-part series on creating sales momentum at your store.

September 6, 2011

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