Every dealer wants higher production and more profits, but demanding bigger numbers without knowing where they're coming from is a recipe for disaster.…

Like a relay race, winning the F&I profit race comes down to a perfect customer handoff from sales and a strict adherence to the process. In F&I, even the best front-end team can disqualify themselves from a profitable deal if a customer-centric and intentional process is not followed with every…

While F&I as a separate department may not be dead yet, in many dealerships, it has definitely begun to atrophy. In some cases, it’s already on life support. Before you eliminate your F&I department, bring it back to life by clearly delineating its purpose and establishing its value to your…

F&I pros are responsible for product sales, but dealers must support them by providing ongoing training and emphasizing the need for airtight processes and advanced product knowledge. Dealers who wish to meet the $1,400 PRU benchmark must be willing to invest time and money in people, preparation and product knowledge.…

In the F&I office, your job is to help each customer make the right decision for them and their family with regard to the various repayment, risk management and vehicle protection options available in connection with their purchase. So how do we do that?…

Every minute the customer spends in your office must add genuine value to his or her purchase experience. regardless of the F&I sales process our department follows. The process has to be just as valuable to customers as it is to the dealership.…

The part of the process most F&I professionals skip is creating interest. Instead, they build little rapport with the customer before jumping right into the sale. This can create a negative impression, intimates a high sales pressure atmosphere and tends to yield less than desired results.…

Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine's F&I expert has the answer, a plan that accounts for a new market dynamic.…

Successful dealers lead by example. Strive for perfection and expect the same from your sales and finance teams.…

The current political climate is unfriendly toward profitable dealerships and productive F&I departments. The best way to change the conversation is to remind the public that dealers are not just in it for themselves.…