F&I

There have been many articles on how to sell to Gen Z or the Millennials in F&I but it’s just as important to know how to sell to the second-biggest group of car buyers…the Baby Boomers. Widely looked at as the generation born between 1945-1964,...

Recently, the CBT Automotive Network was on-location at NADA 2020 in beautiful Las Vegas where host Jim Fitzpatrick spoke with Cheryl Miller, Senior Vice President at Dealertrack F&I Solutions. VIDEO TRANSCRIPT: Jim Fitzpatrick: We're at the 2020 NADA convention here in Las Vegas. We are catching...

Making sales in any industry requires knowledge of what makes your customer tick, what their ‘pain points’ are, and being able to apply that knowledge to show them how your product helps them. But in F&I, how do you find all that out when...

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...

Paint the picture. That’s what nearly every self-professed sales guru says when training salespeople. Appeal to their emotions and get them to ‘see’ themselves using your product or service. Good advice…so how would that apply to the unique selling environment within an F&I office? Framing...

We live in what people are calling The Age of the Consumer and for the F&I department, it means a fresh focus on providing an experience that is markedly different than what consumers are used to. A more personalized experience, one that is more...

Pet peeves. We’ve all got ‘em. They course through our veins and pick at our last nerve. Most of us keep them to ourselves, never really letting the world know the very things that drive us nuts. Maybe you think it’s easier to just...

Much has been made of working with Millennials in the F&I office. Hundreds of articles and blogs analyze the most effective ways to engage and sell to them. But many in the industry could be ignoring one of the bigger and soon-to-be influential groups...

On today’s show, we’re pleased to welcome Chris May, Director of Performance Development Center at JM&A Group, a comprehensive dealer solutions company that has been in the industry for over 40 years.  VIDEO TRANSCRIPT: Jim Fitzpatrick: Hi, everyone. Jim Fitzpatrick. Thanks so much for joining me...

For as long as there have been ‘sales’ teams’, there has always been a fundamental problem of exactly HOW to motivate, excite, or inspire them to achieve more sales and more profit. F&I managers in the dealership environment are really no different. They are...