F&I

Back in the good ol’ days of F&I (we’re talking 70’s and 80’s specifically here), one of the more profitable and popular products a dealer could sell ‘in the box’ was credit life insurance and accident/health insurance (A&H). You could hold a high margin...

The retail automotive industry is experiencing significant changes that can quickly leave your dealership in the dust if you are not adapting to what buyers want today. We live in a time when information is readily available to car shoppers and most of them...

As you may know, the F&I Department is perhaps the most rapidly-changing area of the dealership. From e-contracts to digital menus, you might be asking yourself "How can I use this new technology to enhance customer experience?" Well, our guest today has a few suggestions....

The F&I department is one of the most rapidly evolving departments in your dealership. From new technology to changing consumer expectations, the future of the F&I process is undergoing major transformations. In today’s segment, CBT’s Jim Fitzpatrick speaks with Becky Chernek, F&I expert, and...

We all know that the VSC as Johnny Garlich would call it, “is the engine that pulls the train.” If you learn how to effectively sell the vehicle service contract, you will sell additional products. The service contract also impacts your PVR the greatest. One...

In recent years, new technology has been re-defining the F&I office. How are you adapting to these changes in your dealership? In today’s segment, Jim Fitzpatrick is joined by Steve Finlay, editor at Ward’s Magazine to discuss alternative insurance selling techniques and letting car...

For decades, car buyers have walked into the F&I office with a sense of dread and many would rather have a root canal than have to deal with the fast-talking guy ‘in the box’. F&I managers were always viewed with a wary eye and...

Dealers seem to be getting a lot of bad news these days. Tariffs threatening to increase the prices of new cars, sales slowing down, used car inventory costs rising at auctions, and now the downstream effects of rising interest rates. No matter what side of...

For years, F&I managers have been successful at payment manipulation and repair scare for customers. We have learned how to extend the term and use fancy closing techniques to close down the payment buyer. What happens when the customer gives us the hard no? When...

From humble beginnings as a dealership porter to now being named one of Automotive News 40 Under 40, CBT Automotive welcomes Adam Marburger, corporate finance director at Suntrup Automotive in St. Louis, MO. Adam's place among the elite group of Automotive News' 40 under 40 is well...