The Internet is challenging just about every retail industry the more consumers embrace it for all of their shopping, buying and payment needs. But that doesn’t mean it can’t be an ally to the men and women manning the F&I office.…

The current movement toward high-performance wheels and run-fl at tires has made road hazard protection a no-brainer - that is, if you follow three simple steps to the sale.…

Today’s F&I sales process needs to reflect heightened customer expectations, their instant access to information and the current regulatory environment. That’s why we must replace some of those old processes with what I like to call “next” practices.…

To sell environmental protection, you need to clear up several misconceptions. Doing so will pave the way to a successful sale.…

There is an ugly trend taking hold at many dealerships today. The sales desk is being tasked with many of the duties and functions that have traditionally been the responsibility of the F&I department. The list includes taking credit applications, pulling credit bureaus, submitting deals to lenders, and quoting payments…

It happens to every F&I manager in every dealership. When you're fresh from a seminar or workshop, your presentation and pitch are reenergized and your customers are responsive to the new strategies you picked up. But over time, the effectiveness of the lessons learned begins to fade. Why is that,…

To turn an objection into a sale, you must first welcome the objection, sympathize and demonstrate an understanding of it through your response, tone of voice and body language. Your ability to overcome an objection will depend primarily on your ability to provide the customer with valid reasons why they…

Leasing can be advantageous for both the customer and the dealer. It allows for shorter trade cycles, builds loyalty and, most importantly, keeps payments low. And with credit criteria and income requirements loosening, leasing is becoming a serious option for today's car buyer. To maximize profitability and make the return…

There’s nothing like those first few days of being an F&I manager. You feel like you can sell anything to anybody. Unfortunately, that feeling wears off once you realize that most customers aren’t initially interested in your products and it will take some effort to overcome those walls of resistance.…

For an F&I professional to realize any amount of success, he or she must accept the inevitable, capitalize on changing conditions, and turn those challenges into profit-generating opportunities. But even if a F&I manager can handle all of that, he or she can’t get it done alone.…