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F&I manager

The Accept/Decline Form Is F&I’s Best Friend

F&I pros who don’t include a completed Accept/Decline form in every deal jacket are not only failing to capitalize on a proven sales tool, they’re putting their dealerships at risk.

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Give ’Em Gershwin

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

F&I Dealer of the Year Nomination Period Extended to Aug. 24

Dealership employees, general agents, vendors, finance sources, and F&I product providers are encouraged to nominate their stores and dealer clients for F&I and Showroom's F&I Dealer of the Year award, sponsored by American Financial & Automotive Services Inc.

F&I Tip of the Week: The Ben Franklin Close

As an inventor, Ben Franklin was known for the lightning rod, bifocals, and the Franklin stove, among other inventions. He is also responsible for a closing technique F&I trainer John Tabar says is an effective tool when faced with the all-too-common postponement objection.

Fixing the F&I Time Delay

Self-selection tools can reduce your average turn, accelerate deliveries, and improve F&I production.

Menus Don’t Work Miracles

A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

EFG Companies Launches Training Portal for F&I Managers

The EFG Learning Opps Through Virtual Engagement, or LOVE, was designed to boost F&I producer knowledge, reinforce training learnings and reduce the cost of a poor hiring decision for dealerships, according to the company.

F&I’s Need for Nobility

With 78% of Americans living paycheck to paycheck, F&I insider says it’s time for F&I producers to change their approach.

Moving F&I Online

Dealer software expert makes the case for following your customers online and adopting a fully digital transaction.

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Avoiding the AAA Objection

Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.