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For many F&I managers, one of the most common hurdles in selling service contracts is overcoming the customer’s overconfidence in their manufacturer’s powertrain warranty. It's a scenario we've all faced: a customer declines a service contract, citing the extended coverage of their powertrain warran

In 1979, Gerry Gould began his career in the automotive industry by reconditioning cars at a Massachusetts dealership. Fast forward to today, and he stands as one of the most respected F&I (Finance and Insurance) trainers in the industry. How did he get here? Through relentless determination, a comm

Every F&I professional has faced this scenario: A customer sits across the desk, arms crossed, and confidently says, “I don’t need a warranty.” For many, this objection signals the start of a frustrating battle of wills. But it doesn’t have to be that way. With the right strategies, tools, and...

Are you leaving money on the table with cash buyers at your dealership? Many F&I professionals find themselves processing cash deals without digging deeper, losing opportunities to increase profitability and strengthen customer relationships. Handling these transactions strategically can turn a rout

The Finance and Insurance (F&I) department is the backbone of dealership profitability, but its challenges are evolving. Modern customers are more informed, with shorter attention spans and an increased reliance on online research. Gone are the days of lengthy pitches and traditional sales methods..

Are cash deals leaving you frustrated and impacting your bottom line? If you're an F&I manager, you're no stranger to the challenge: cash deals are notoriously perceived as “unprofitable.” The truth is, cash customers are an integral part of the business, and there’s untapped potential in every cash

You've likely experienced the frustration of facing cash deals day after day, knowing the potential profit is limited. The reality is that cash customers are a core part of the dealership landscape. They’re here to stay, but that doesn’t mean you can’t maximize your profit per vehicle retailed (PVR)

Boosting PVR goes beyond the basics. It’s about refining your approach with advanced, actionable techniques that yield measurable results. Product Prep’s F&I training program, led by industry expert Gerry Gould, equips automotive professionals with high-impact strategies specifically designed to ove

After five years as a sales consultant, Joe decided to skip the conventional path that would have required him to take on the role of F&I manager before advancing to a sales manager position. Instead, he directly pursued his goal of becoming a sales manager. This decision, though unconventional, led