6 Habits of Exceptionally Likable F&I Managers 

As an F&I manager, you offer products and services that can literally change your customers’ lives. Unfortunately, if your customers don’t like you, your products and services are irrelevant! We all have lived that scenario where a custom
Dec 4, 2018

GM’s New Warranty Program May Hurt, Not Help Dealers

According to the Department of Transportation, the average age of today’s cars and trucks is more than 11 years, up from 8.4 years in 1995. Despite this, having the right peace of mind in place to protect against unforeseen breakdowns, repairs and
Nov 13, 2018

The Best Sales Close in F&I

If you don’t close the sale, no one wins! Whether it’s selling financing, selling vehicle service contracts, selling guaranteed asset protection, selling tire and wheel protection, selling a key replacement, selling pre-paid maintenance or sellin
Oct 26, 2018

The New Tax Law Threatens Revenue for Dealers in NCFC Participation Programs

While it may feel like the auto industry is nothing but blue skies, dealer principals might be feeling the pinch of everything from margin compression and higher interest rates to annual sales figures that make the same sound as air slipping out of a
Oct 14, 2018

From Online to In-Store: Continuing the Digital Experience

In the retail world today, consumers have grown accustom to quick, easy, and digital processes. Take Google and Amazon as examples – these companies provide easy, engaging, and mobile shopping experiences that allow consumers to make purchases in j
Oct 4, 2018

The 3 Essential Traits of High-Profit F&I Managers

F&I managers have a very complex role to play. From selling F&I products to negotiating with lenders, to leading salespeople, to managing compliance; F&I managers can singlehandedly influence the bottom line by millions of dollars. So it
Aug 10, 2018

Incentivization & Teamwork: The Keys to Increased Profits

As there are several different departments in dealerships, each with their own goals and targets, it is quite common for inter-departmental fighting to occur – a woe of many a manger. This happens because each department attempts to preserve revenu
Jul 10, 2018

Figuring Out What F&I Products Your Customers Need

Since when do F&I products only benefit certain customers? Moreover, when did the F&I manager become a financial services advisor that personally determined which products are important and which are not? Short of those rare one-off scenarios
Jul 6, 2018