The Future of Sub-prime Paper

The Future of Sub-prime Paper There are two elements in the deal over which the [...]

The F&I Express – Station #8 – Compliance

The F&I Express – Station #8 – Compliance  A happy customer takes delivery and drives away [...]

Benefits Before Buck$

Benefits Before Buck$ Many dealers ask me if I advocate menu selling. My response is: [...]

Kelly’s Korner: Essence of an F&I 20 Group 

Kelly’s Korner: Essence of an F&I 20 Group The Essence of an F&I 20 groupThe [...]

Dead Or Live, Record Retention And 

Dead Or Live, Record Retention And  Deal Documentation Is VitalA dealer recently telephoned me with an [...]

Using IT in F&I

Using IT in F&I We all collect customer e-mail addresses. What do we do with [...]

F&I Express-Station#7 Documentation: Tickets Please!

F&I Express-Station#7 Documentation: Tickets Please!Now that we have the customer’s commitment on the protection they [...]

Kelly’s Korner: Salesmen Keep F&I Profitability?

Kelly’s Korner: Salesmen Keep F&I Profitability? Can a Sales Consultant Complete the F&I Process and [...]

Who Pulls the Credit Bureau?

Who Pulls the Credit Bureau? In many dealerships, it is the task of the F&I [...]

F&I Express – Station #6 -Asking for the Order

F&I Express – Station #6 -Asking for the Order and Isolating Customer ConcernsWe have arrived [...]