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...

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

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...

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.

The magazine’s F&I expert says it’s time to stop complaining about the Internet, and offers a four-step process for turning the Internet into an ally of the...

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

An F&I manager must perform a broad range of duties, including helping customers, interacting with the sales team and lenders, keeping abreast of changing...

Is your local credit union a friend or a foe? The magazine’s resident F&I wiz offers a four-step process you can use to unlock a powerful new auto finance...

Understanding the reasons for a customer's hesitation to make a purchase allows F&I managers to make a more relevant presentation of available products.