His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

His Madness recounts a wildly informative day spent at the inaugural F&I Think Tank.

Even His Madness gets the jitters sometimes. He details a recent sale involving two insurance executives that had him questioning his abilities as an F&I pro.

How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out...

His Madness says the test drive isn’t obsolete. He explains why working a deal without one is a wasted effort for everyone involved.

His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real...

His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

Reflecting on the returns of a well-trained service technician, His Madness has a message for dealers who think F&I training isn’t worth the investment.

His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.