F&I Recruiting and Sales Training

Outsmart the fake pay stub

2:00 pm U.S. ET | Jan. 24, 2015
Missing pay stubs are pitfalls for finance and insurance managers. Finance managers don't want to ask a potential customer to go home and get a couple of pay stubs to verify his or her income. That customer may not come back. Even worse is the customer with a fake pay stub....
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F&I departments need a farm team

2:00 pm U.S. ET | Jan. 24, 2015
The term “succession planning” is usually applied to dealer principals, but it can apply to F&I managers, too. Executives at two dealerships say store managers should nurture their own talent pool, so they have a ready replacement if a top F&I producer quits....
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JAMIE LaREAU

F&I jobs hold a powerful lure for women

11:00 am U.S. ET | Dec. 10, 2014
It seems women are keen to work in the finance and insurance department. In fact, F&I has the highest percentage of women employees in a dealership, after the office/administration department....
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LARRY P. VELLEQUETTE

Looking for a new F&I product? Mull this

12:01 am U.S. ET | Nov. 5, 2014
Consider this a free idea -- the kind that hopefully somebody out there takes and develops and uses to make a lot of money....
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Chrysler video games bolster dealership sales staff training

12:01 am U.S. ET | Oct. 27, 2014
Chrysler Group is about to encourage dealership salespeople to play video games during downtime. The automaker has created four video games to help salespeople learn the fine points of Chrysler, Jeep, Dodge and Ram vehicles....
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Salespeople study up on F-150's new features

12:01 am U.S. ET | Oct. 6, 2014
Ford Motor Co. has begun a series of intensive training sessions in 26 cities for about 11,000 dealership sales consultants to familiarize them about the 2015 F-150's new features, technology and capabilities....
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KEITH CRAIN

Selling cars today takes a lot of work

12:01 am U.S. ET | Feb. 17, 2014
Once upon a time, selling cars was a fairly straightforward process. Those days are gone forever. Today, there are people from 18 to 80 buying cars, and they all have different needs, which require entirely different sales approaches and processes....
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Vicious circle: Saving money by skipping training is no bargain

12:01 am U.S. ET | Feb. 10, 2014
Chances are those new auto dealership sales hires won't be around long enough to need training. But failing to train them is one reason they won't be around....
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JAMES B. TREECE

Flawed study has lessons for F&I managers

12:01 am U.S. ET | Feb. 5, 2014
There’s a lot not to like about a new study on discrimination in car loans. But there also are a few nuggets in it that indicate problems in the F&I office.
The study is titled "Non-Negotiable: Negotiation Doesn’t Help African Americans and Latinos on Dealer-Financed Car Loans" and was conducted by the nonprofit Center for Responsible Lending in Durham, N.C....
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