F&I

Interviewing for any position at a dealership is a bit of a balancing act when assessing whether or not the person will be a good fit. Will they have the right personality? The right combination of experience and prior success? The dealership environment is a...

Every GM has the important task of choosing the right F&I manager when screening applicants, whether they are an outside hire or an existing employee. They have to think about the important revenue-generating responsibility this position holds, and the qualities needed to make all...

How F&I Expert Rick McCormick Found His Niche in the Most Unlikely Place Today on CBT we are happy to have Rick McCormick in our studio. Rick is the National Account Development Manager at Reahard & Associates, a business that provides custom-tailored in-dealership F&I training...

There has never been an F&I manager in the history of the car business that has ever been excited to work a ‘cash deal’. Ever. It is the most dreaded scenario that almost always deflates even the most successful F&I manager with years in...

 CBT News is pleased to welcome back Larry Dorfman, Founder of EasyCare, and Finbarr O'Neill, Chairman and CEO, to discuss some of the changes that will be occuring to the leadership of EasyCare. Larry and Finbarr sit down with CBT's Jim Fitzpatrick in order...

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...

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...

On today’s show, we welcome back Adam Marburger, F&I expert, and President of Ascent Dealer Services. Adam always has great insight into what makes a successful F&I office and what dealers could be doing more of in their day-to-day. VIDEO TRANSCRIPT:  Jim Fitzpatrick: We are so...

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...

2019 is already proving to be an interesting year for car sales and it’s barely the second quarter. One trend that could impact F&I is that new car sales forecasts are trending lower for this year. More used units are moving, and dealers are...