Every customer will have to make payments and buy gas, insurance and oil changes. No customer should have to pay for unexpected repairs. Product Prep’s Gerry Gould urges dealers to start the F&I conversation in the showroom.

Gerry Gould of Product Prep answers a question from a dealer seeking the “perfect” F&I process, noting it must start with introductions — whether in the dealership, online or with a well-timed text or phone call.

Tired of hearing excuses for falling back-end grosses? Product Prep’s Gerry Gould offers a reason: lack of consistency in F&I, starting with appearance and attitude. Learn how a repeatable process drives reliable results.

A factory warranty is not a built-in excuse for failing to sell the service contract. Top trainer Gerry Gould of Product Prep breaks out the Sharpie to help new car buyers make smart, informed decisions.

Washington (Pa.) Hyundai’s Brian Flannery reflects on his tenure as an F&I professional as he retraces his 16-year journey from lot attendant to general manager in a one-on-one interview with Gerry Gould of Product Prep.

The owner of Aaron Automotive Group claims a dealer services provider made false promises to deliver training, consulting and process implementation. +

Perfectly healthy products can quickly flatline when F&I managers refuse to sell them. Robert Steenbergh offers dealer principals a step-by-step pay plan audit to ensure your team is motivated and properly compensated. +

Zurich Advisor IQ was designed to record, monitor and analyze F&I conversations and deliver transaction insights in as little as 15 minutes. +

Agent, dealer and customer expectations may soon render the split-vendor model obsolete. NSD’s Rich Holland makes the case against fragmentation. +

A new Protective Asset Protection survey finds car buyers are experiencing financial anxiety driven in part by fears over the high cost of unexpected repairs. +