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(Video) Capture Missed VSC Sales

In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

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F&I Tip of the Week: The Power of a Good Transition Statement

Have you ever had trouble getting back on track after a customer raises an objection? F&I trainer John Tabar says what you need is a good transition statement.

ORIAS Offers Prize to Industry Summit Attendees

Organizers of the upcoming Industry Summit have announced that Old Republic Insured Automotive Services (ORIAS) will award two $500 American Express gift cards in a random drawing of attendees who register by this Friday, July 29.

UDS's Romani Joins Dealer Summit Roster

Organizers of Dealer Summit announced that United Development Systems Inc. (UDS)’s Fernando Romani has agreed to speak at the event, which is scheduled for May 3–5, 2016, at the Sheraton Tampa Riverwalk Hotel.

No Demo, No TO

His Madness says the test drive isn’t obsolete. He explains why working a deal without one is a wasted effort for everyone involved.

Let’s Ask Joe

Joe St. John may be the newest F&I trainer at Industry Summit, but he has a long history in the car business and some strong opinions about the future of the F&I office.

F&I Tip of the Week: Selling Tire-and-Wheel Protection

F&I trainer Gerry Gould offers up a technique for selling tire-and-wheel protection to a customer who declined the coverage on the first pass.

F&I Express Releases Compliance Tool for F&I Product Pricing

With F&I products likely to draw the CFPB’s attention, F&I Express’s new CompliPrice designed to help dealers ensure profits made on the sale of F&I products are compliant with their stores’ pricing policies.

F&I Tip of the Week: Selling the Premium Option

How do you get customers to commit to that left column, better known as the premium option? United Development Systems' Gerry Gould shows you how in his latest installment of F&I Tip of the Week.