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It’s All About the Relationships

It’s All About the Relationships

In F&I, we tend to focus pretty heavily on the products. We sell the features and benefits to the consumers, and the profit margins to the dealers, and every provider of every product does its best to prove to agents and dealers alike that its offering is superior to all the rest. However, while it’s … Read More »

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How to Formalize a CMS

How to Formalize a CMS

In the beginning, there was General Motors Acceptance Corporation (GMAC) and the emergence of indirect auto finance. The Treaty of Versailles was signed around the same time, ending World War I. A typical GMAC deal file was the title and a contract too small to fit in today’s standard printer tray. That innocuous beginning ultimately … Read More »

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Role-Play Your Way to Success

Role-Play Your Way to Success

Opportunity meets those who are most prepared for its arrival. Those who are prepared with knowledge are prepared for success. This definitely rings true in dealerships and the various customer groups that come in daily. Investing the time to learn about products and customers will enable agents to more effectively prepare the F&I professionals they … Read More »

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What to Look for in a VSC Provider

What to Look for in a VSC Provider

It’s Friday afternoon. The sun is beaming through your office window and the images of weekend plans for 18 holes on your favorite course and a graduation party for your nephew are dancing through your head. You just have to tie up a few loose ends before heading out the door. And then, at 4:45, … Read More »

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Certified for the Future

Certified for the Future

If I could predict the future, I’d be at the nearest 7-11 buying one (and only one) lottery ticket. But here I am writing this article, which tells you all you need to know about my powers of prognostication. Still, I can’t help but occasionally peer into my crystal ball and try to interpret what … Read More »

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She’s the Boss

She’s the Boss

This summer, we put a call out to our readers for nominations for recognition in this issue. The response we received was immediate and overwhelming. The task of narrowing down the entries to the 25 profiles on these pages took several weeks and countless difficult decisions. I am never surprised to learn about contributions women have … Read More »

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