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Customer Interview

To Interview or Not to Interview: That Is the Question

Trainer shares six proven methods for preserving the F&I interview without needlessly annoying your customers.

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Ask the Power Questions

The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.

F&I Tip of the Week: Relevant vs. Irrelevant Products

F&I trainer Gerry Gould teams with trainer Fernando Romani to demonstrate the best way to discover which products are most relevant to the customer.

Ditch the Interview

F&I pro makes a case for ditching the F&I interview. He says a quick discussion with the salesperson and a look at the customer’s credit report and trade appraisal will tell you all you need to know.

F&I’s Shifting Paradigm

An Ohio-based general agent believes the F&I industry is ignoring a paradigm shift and a chance to deliver what consumers really want: a better experience.

Zurich Unveils Tablet F&I Menu

Officials with the F&I product provider said at last week’s NADA Convention & Expo that the company didn’t just develop a tablet menu, it developed a mobile F&I process.

[Video] Tip of the Week: To Interview or Not to Interview

United Development Systems’ Gerry Gould explains why he’s abandoned the customer interview, and offers a better way to set the tone with your customers in F&I’s Tip of the Week.

Steps to the SpiFi Interview

F&I managers must decide for themselves whether the customer interview is advisable or expendable, but the magazine’s subprime insider says it’s mandatory for special finance managers.

[Updated] F&I Directors Talk Shop

The magazine has just posted the uncut version of the ‘Mad’ Marv-led F&I directors’ panel at the magazine’s September conference. Click below to check it out.

Debating the Interview

The magazine’s frontline columnist is a little fed up with all the talk about the customer interview. Here’s his take on why dealers and trainers need to be careful about imposing it on F&I producers.