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F&I - July/August 2004

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In this Issue:

Dealer Reserve: Making Cents of the Controversy
Banks and captives are squashing the rate allowances dealers enjoyed in the past. There’s talk that reserve profit could be regulated into oblivion.

F&I = Future-Oriented & Innovative
The times are changing. As financing their cars, the F&I office is well positioned to aid the customer in this daunting task. But finance managers must be forward thinking about why their roles to handle this responsibility well.

The Socratic Method Sells
Are your customers stumping you? Do they raise objections that you can’t deem to refute? Asking them suggestive questions can get them thinking on their own about why they need that GAP protection or credit insurance.
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