Article

F&I training

November 2016, Auto Dealer Today - Feature

Magic Beans and Giants

By Ronald J. Reahard

Top trainer offers a four-step process for improving F&I productivity and profitability in an era marked by a growing demand for transparency and real value.

Tags: F&I, F&I training, productivity, Profitability

October 2016, Auto Dealer Today - Feature

Catch a Fresh Fish

By Tony Troussov

Has your pool of quality applicants dried up? Trainer offers four new ways to find top performers in unexpected places.

Tags: employee, F&I, F&I training, hiring

June 2016, Auto Dealer Today - Feature

Your F&I Process is Dragging You Down

When Howard Hughes designed and built airplanes, including the so-called “Spruce Goose,” he paid attention to every last detail. The author advises dealers to do the same for the F&I process. 

By Jim Maxim Jr.

Technology expert explains how new menu technology is helping dealers build more trust, sell more products and speed up the F&I process.

Tags: F&I menus, F&I process, F&I training

March 2016, Auto Dealer Today - Feature

Commit to Excellence

By Ronald J. Reahard

Build your F&I training program the same way you would build a house: on a solid foundation with expert craftsmanship and high-quality materials.

Tags: F&I, F&I training, Product Sales

October 2015, Auto Dealer Today - Feature

WTF

By G.P. Anderson

Whatever beliefs you and your customers may or may not share, politics and religion have no place in F&I.

Tags: Customer Service, F&I, F&I training

October 2015, Auto Dealer Today - Feature

Get Emotional

David Gesualdo

By David Gesualdo

Industry Summit showcased an unstoppable shift in training and set the stage for the next event.

Tags: Compliance Summit, F&I training, IAS

October 2015, Auto Dealer Today - Feature

That Dog Will Bite You!

By Ronald J. Reahard

Written guidelines and a code of conduct will help prevent payment packing from baring its teeth.

Tags: desking, F&I training, payment packing, training

December 2014, Auto Dealer Today - Feature

Be Careful What You Demand

Discovering the unique needs of each customer is key to selling protection products and, like any skill, F&I professionals must practice it every day, on every deal, to be proficient. 

By Ronald J. Reahard

Dealers who insist on higher production must be sure they aren't pressuring their F&I professionals into cutting corners.

Tags: auto dealer, F&I training, PRU, training

November 2012, Auto Dealer Today - WebXclusive

Training in the F&I Office

By Kimberly Long

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.

Tags: BDC, compliance, customer satisfaction, dealer management system, F&I department, F&I Presentation, F&I products, F&I training, objection handling, Relationship Marketing, Systems Integration

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Blog

On-the-Point

Jim Ziegler
Stupid Is as Stupid Does

By Jim Ziegler
The Alpha Dawg charts the brief rise and long fall of Johan de Nysschen, the recently departed president of Cadillac and author of the business plan that effectively crowned Lincoln as the new king of American luxury.

They Finally Killed Somebody

By Jim Ziegler
Ziegler believes Uber’s directors should face criminal charges for their role in an Arizona woman’s violent death.

20 Things a GM Must Do Every Week

By Jim Ziegler

All Things Must Pass

By Jim Ziegler

Opening Observations

They Took Cadillac for a Ride

By Tariq Kamal
Hindsight is 20/20, but at least one industry member saw GM’s latest mishap coming a mile away.

Stand Up and Be Counted

By Tariq Kamal
The Dealers’ Choice Awards are the Yelp of vendors and finance sources.

Over the Curb

This Is Us: Dealer Edition

By Jason Heard
Heard knows delegation and outsourcing are the quickest path to a work-life balance.