It's no secret that F&I income is critical to a dealership's bottom line, so why aren't you using a menu? Not only does it help with the sale, it also...

An F&I pro says his dealership’s decision to remove the ‘F’ from his F&I duties is hurting his ability to handle customer objections. The magazine’s...

Invite customers to talk about their needs and concerns by asking questions that elicit detailed responses. Make every question part of your needs-discovery...

In the ‘70s, it was the assumptive close. In the ‘80s, it was step-selling. The ‘90s brought along the F&I Menu. Expert shows you how F&I’s newest upgrade...

After sitting through a few less-than stellar F&I performances, the magazine’s resident F&I pro recalls advice his father once gave him. It was a...

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...

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...

Celebrated F&I trainer introduces a new resource for F&I managers and car buyers. Read on to get the details.

The magazine’s resident F&I wiz tackles a question about how to show the value of a service contract when the customer believes the warranty provides enough...

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.