F&I Recruiting and Sales Training

JAMIE LaREAU

BLOG: A case for breaking the 300% rule

11:45 am U.S. ET | June 17, 2015

Most F&I folks subscribe to the “300 percent rule”: Offer 100 percent of the products to 100 percent of the dealership's customers 100 percent of the time. But a recent conversation with a friend indicates the rule doesn't apply to 100 percent of cases....
Read More »

JAMIE LaREAU

BLOG: F&I providers and lenders, here's your chance to fulfill dealers' dreams

11:30 am U.S. ET | May 27, 2015

With gross profit margins on new-vehicle sales narrowing, dealers are worried about the future and where the profits on the sales side will come. The F&I office is an obvious place....
Read More »

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....
Read More »

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....
Read More »

JAMIE LaREAU

BLOG: 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....
Read More »

LARRY P. VELLEQUETTE

BLOG: 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....
Read More »

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....
Read More »

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....
Read More »

Automotive News Cover
News by Brand