What are the responsibilities of an F&I manager today? Of course, he or she should exemplify the ideals of a professional, acting with integrity and conducting himself or herself in accordance with the highest standards of ethical conduct. He or she should treat every customer with courtesy and respect, answer…

Most F&I managers dread seeing cash buyers because the income per retail unit is typically much less on cash customers than on finance customers. Understanding cash buyers can open the door to more F&I product sales, including dealership financing.…

Dealers and F&I managers are always looking for a magic bullet — that new product, sales technique,word track or close that will easily get customers to buy F&I products.Whether it’s menu-selling software or a new closing technique, hope springs eternal that someone has found a quick, easy and foolproof way…

The selection of products offered in F&I offices has grown from credit insurance and vehicle service contracts to now include GAP, environmental protection, theft deterrent products, prepaid maintenance plans and paintless dent repair. One of the newest products F&I departments are offering is tire & wheel road hazard protection. Tire…

If you’re using a menu, there’s no guarantee that it is effective, efficient or even legal. Your menu should be designed to protect the dealership. Using a menu in the F&I office can protect your store from potential liability and future litigation— if it’s used every time with every customer…

With the fast-growing number of upside-down car loans, Guaranteed Auto Protection is an obvious necessity for many customers. The growing negative-equity phenomenon is making GAP increasingly vital – and marketable – to car buyers.…

As an F&I professional, you have a responsibility to your dealership and sales force to obtain approvals for as many deals as possible.Your primary consideration must be to develop a long-term, mutually beneficial relationship between your dealership and its finance sources.…

In light of an F&I manager's limited time with the customer, it's crucial to offer a menu filled with beneficial products geared for your customers' needs.…

Every day, F&I managers in dealerships all over the country get the exact same objection from customers when it comes to purchasing a vehicle service agreement, and that objection hasn’t changed in more than 30 years.…

You cannot achieve F&I excellence if you're willing to accept F&I mediocrity. You only get superior performance when you expect superior performance.…