Rumors of the F&I Managers' Death Have Been Greatly Exaggerated

by Michael Esposito
January 13, 2015
DrivingSales.com

For several years there has been some banter concerning the demise of the F&I Manager position. A focus on the need to speed up the car-buying process and improve customer satisfaction will inevitably lead to the demise of this role in the dealership, or so it's said. In the words of Mark Twain, I believe the rumors of the F&I Manager's death have been greatly exaggerated.

5 Questions Successful Salespeople Ask Themselves Everyday

by Ken K.
January 8, 2015
theSalesSide.com

It’s great to be a successful salesperson. You make a lot of money, your management gives you more leeway and perks that others don’t get, and you become a person who is confident that they've mastered their craft. But just like anything else, the most successful people don’t get there without a plan and a process, and that usually involves constant planning, analysis, and adjustment. You can only get so far on natural ability, to be the best you need to always be critical and  keep a running dialogue going with yourself. That’s why successful salespeople usually ask themselves these five questions:

5 Trends to Watch in 2015

by Jim Henry
Automotive News
December 30, 2014

Here are five F&I trends worth watching as 2015 unfolds:

1. Political pushback on the Consumer Financial Protection Bureau (CFPB)
2. Stricter limits on dealer reserve
3. Lenders remain abundant
4. Captives step up oversight
5. Growing push to shorten F&I times