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Sales manager

Sharing the Profit

After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

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10 Building Blocks of a Dynamic Organization

Dealer experts list 10 leadership principles that, if embraced, will prevent an organization from becoming another corporate dinosaur.

Doing Our Part

After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

When Sales and Desk Managers Quote Payments

The magazine’s compliance guru has a few words for dealerships that have desk and sales managers computing and quoting payments.

Prospect Holding On Line One

‘Da Man’ returns with a reality check for dealers who have never considered what happens when a customer calls their store.

[Video] Tip of the Week: Sales Meetings Done Right

United Car Care's John Vecchioni says it’s OK for F&I managers to use sales meetings to update the sales team on outstanding deals, but the F&I Professor says it’s even better if the F&I manager can share a closing experience to help those struggling sales consultants.

Debating the Hybrid Manager

The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.

Leave the Hybrids to the Manufacturers

Has the industry gone mad? The magazine’s in-the-trenches columnist fires a shot across the bow of the push toward a combined sales/F&I manager.