Whether you're a new F&I manager or an experienced pro, the greater your product knowledge, the greater your credibility.…

F&I Managers have a professional justification and an ethical responsibility to forbid salespeople from barging into your office.…

The manufacturer can call a rebate or incentive whatever they want to, but the real source of the money is the manufacturer. So it has to be disclosed on the retail installment sale contract as a rebate.…

Consumers today are infinitely better informed and more financially astute than they were 30 or 40 years ago. Not only do they often begin shopping for vehicles online, studies show consumers also research their financing options online.…

In simple terms, payment packing means the dealership is intentionally overstating the monthly payment quoted to a customer in an effort to increase the dealership's profit.…

Top performers succeed because they do the right things and do them consistently.…

Years ago, dealers looked for aggressive, tenacious, money-motivated salespeople. They structured a commission plan designed to motivate and compensate based on volume and profit. While every dealer still wants, needs, and values volume and profit, they also need sales associates to focus on ensuring a great customer experience.…

A fancy new menu can help streamline processes and improve customer engagement, but it won't replace the hard - won skill and and compassion of a true F&I professional.…

One of the great things about virtually every service contract is the roadside assistance benefit, which is also included with many tire-and-wheel and key replacement plans. However, it is probably the least important part of the coverage. That's why, when reviewing the coverage on a menu or discussing the benefits…