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My F&I Director Won’t Take Cash

Church offers advice to an F&I manager whose director does whatever he can to avoid handling cash customers, achieving superstar status at his co-workers’ expense.

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4 Ways Training Improves Retention and Results

Expert shares the four essential components dealers should look for in outside training programs for sales and F&I professionals, each of which contributes to improved morale, productivity, and profits.

F&I Customers Are Just Like Us!

Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.

F&I Doesn’t Have to End at Delivery

F&I pro has a word of advice for colleagues who are ready to connect with customers in a meaningful way — and help ensure they’ll return for their next vehicle.

Stop Keeping F&I Products a Secret

All available research and data suggests car buyers want to research F&I products online. Most say they will be more likely to buy if they can can learn more before they get to the dealership. So why do so few dealer websites offer the information consumers are looking for?

F&I Should Be Grand Sumo Yokozunas

The champions of the sumo world can handle any type of opponent, win more bouts than they lose, and enjoy a level of respect and privilege that only top producers can ever hope to earn.

Fight the Gravitational Pull of Average!

Top trainer wants you to stop asking about average penetration rates and PRU and start challenging yourself to become a better F&I manager every day — particularly on slow days.

AutoNation Nears $2,000 PVR as Big Groups Grow F&I

The nation’s six largest publicly traded dealer groups all increased F&I profit per vehicle retailed in the second quarter, led by AutoNation’s $1,926 per copy and Lithia Motors’ segment-leading 11% improvement.

You Don’t Have to Be a Closer to Close

F&I professionals who talk more than they listen miss opportunities to let customers sell themselves. His Madness has the proof.

Group 1’s U.S. F&I Team Delivers Record PVR

For the year, the nation’s third largest dealer group grew its U.S. F&I per-copy average by $129 from the prior year to $1,644. Company officials, however, tell investors and equity research analysts ‘not to model anything higher.’