Special finance guru breaks down his process for desking a deal that works for you, your customer and the finance company. He also delves into lender...

If you asked your service manager to list every daily task they complete, you might be embarrassed. Focus their work hours on profit-building and watch your...

When managers demonstrate discipline in scheduling, preparing for, and delivering training, sales and F&I professionals develop the skills they need to meet...

Auto dealers finally have an answer to a critical compensation question thanks to a 5-4 Supreme Court decision in the Navarro v. Encino Motorcars case.

General Motors’ extended bumper-to-bumper warranty would appear to benefit all sides, but dealers should consider alternatives to maximize profits — and...

Expert says salespeople play a critical role in what happens in the F&I office. She lists four ways they can successfully pave the road to back-end sales.

Successful anti-harassment training requires dealers to acknowledge that some employees simply don’t see the point.

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...

Make anti-harassment training stick by creating a program that addresses leadership and accountability, clear policies, compliance training, and reporting...

Looking to thin your F&I herd? Advanced analytics prove there are better ways to judge performance than PVR alone.