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One Giant Leap for F&I

One Giant Leap for F&I

Top trainer says it’s time for F&I professionals — particularly the vets — to let go of the past and embrace the changes facing automotive finance and protection products.

May 30, 2018

So Many Products, So Little Time

So Many Products, So Little Time

With finance reserve under attack, dealers must be increasingly selective when it comes to F&I products. Top trainer offers guidelines for choosing the products that offer the most value to your dealership and your customers.

July 13, 2016

The Why of F&I

The Why of F&I

Justifying the existence of the F&I department requires dealers to take a hard look at the value it offers to customers and its effect on the sales process.

May 4, 2016

Let’s Ask Joe

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.

August 28, 2015

Recording the F&I Transaction

Recording the F&I Transaction

Adding cameras to your F&I process can boost production and compliance — and put you ahead of the YouTube curve.

June 23, 2015

3 Sales-Killing Words

3 Sales-Killing Words

F&I expert identifies three words producers need to avoid at all costs when working with customers. Find out what they are and what words you should use instead.

July 1, 2013

From Products To Finance

Two years ago Douglas Duncan started Global Lending Services, a company that is now on the path to becoming a national player in that segment.

June 1, 2013

The Google Effect

The Google Effect

Google has definitely become a key sales tool for the people manning the front end, but it hasn’t been too kind to the F&I office.

May 1, 2013

The Hybrid Challenge

Kelly Wadlinger takes a look at the hybrid manager, where the roles of sales and F&I are combined.

February 4, 2013

Training in the F&I Office

Auto Dealer Monthly editor Kimberly Long explains where dealerships should focus their F&I training efforts. From engaging the customer and creating interest to decreasing customer wait time, Kimberly points out the important parts of F&I training.

November 26, 2012