With finance reserve under attack, dealers must be increasingly selective when it comes to F&I products. Top trainer offers guidelines for choosing the...

Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a...

Properly disclosing a RISC not only protects the dealership, it boosts customer satisfaction. The magazine’s resident F&I trainer shows you how it’s done.

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

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.

A reader wisely chooses to remain anonymous after uncovering a payment-packing scheme taking place in his (or her) dealership.

F&I trainer keeps hope alive despite bluster on the campaign trail and dirty dealings at the manufacturer level.

Top trainer explains why honest, hardworking dealers are rewarded with happiness, peace of mind and financial gain.

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.

An F&I manager asks for a little career advice. The magazine’s resident F&I pro responds with what may be the secret to life.

An F&I manager says his customers' buying and ownership habits are making it difficult to sell GAP and service contracts. The magazine's resident F&I pro...

By outlining your customers’ responsibilities and providing instructions for filing a claim, you can reduce chargebacks and keep the F&I revenue flowing.

The magazine’s resident F&I pro offers a close designed specifically for car buyers who believe whatever issues they face will occur within the factory...

Dealers who struggle to close Internet-savvy prospects may benefit from acknowledging the breadth and depth of each customer’s research and offering...

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.