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F&I managers

How to help struggling F&I managers embrace change

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When someone has done the same job for years, the exact same way every day, it can be a challenge to get them to...
Scott Gunnell discusses auto financing and insurance

What will F&I look like in the future? JM&A Group’s Scott...

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Scott Gunnell is the new Senior Vice President and Chief Operating Officer at JM&A Group where he has worked for 20 years to provide...
credit unions

CU’s share of auto lending increasing — How to compete in...

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“I have my loan already handled with my credit union.” There is not an F&I Manager on the planet that enjoys hearing that from...
closing, financing and insurance

Closing in F&I starts with a strong opening

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Most salespeople judge their entire career by how good of a closer they are. In F&I specifically, closing more deals with higher rates and...
fixed price F&I

Is there room for fixed F&I pricing at your dealership?

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Who likes to haggle? No one. But in F&I this has been seen as not only expected but customary for decades. No two buyers...
F&I questions

Small changes in F&I questions can yield big results

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To sell anything to anyone, regardless of the product or industry, it’s important to master one thing: asking the right questions. In the dealership...
VSC

How to stay competitive with online VSC companies

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Since the pandemic hit, dealers are finding that the landscape of online aftermarket providers has increased, and they are targeting consumers that want to...
data

Data analytics in F&I – Remember, humans are behind the numbers

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When dealerships use data to take a more granular look at how the different departments are performing, it can uncover a lot – positive...
auto financing

How to leverage digital transformation to improve auto financing processes —...

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The auto retail industry is undergoing unprecedented digital transformation and technological innovation. More than ever, customers looking to buy a new or used car...
DEI

6 strategies to build a better DEI program in your F&I...

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Every dealership in the new post-lockdown COVID world has had to deal with staff turnover and the fallout from what most economists have dubbed...