A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I...

Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit...

Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

The magazine’s resident F&I pro responds to an F&I manager’s query on how to handle a parent’s objection to his products.

Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.