Blog

Every F&I manager has heard the excuses. Business is slow. The banks are not buying. Customers are too tough. Nobody has money. Excuses do not protect PVR, improve product acceptance, strengthen compliance, or create a better customer experience. In this Product Prep training...

Why does your PVR look great on paper, but your paycheck still feels light at the end of the month? That is a painful question for any F&I manager. You sell product, deliver a strong profit per vehicle retail, and feel like the month is headed in the right direction. Then the chargebacks start...

What should an F&I manager say when a customer looks at the menu, sees the vehicle service contract, and says, “I already have the warranty”? The customer believes the factory warranty already gives them enough protection, so the service contract feels like an unnecessary add-on. If the...

Lease deals can be some of the best opportunities in the F&I office, but only when they are handled with the right process. Many managers struggle because they present lease customers the same way they present retail finance customers. The customer hears a...

Why do some car salespeople sell more cars while others lose the customer before numbers are even presented? In 2026, the difference is not always inventory, price, or dealership size. More often, it comes down to process. Today’s customer has already spent hours online before...

Vehicle Service Contract objections show up in almost every F&I office. Customers say, “It already has a warranty,” “I’m not keeping it that long,” “I’ll never use it,” or “I’ll take my chances.” On the surface, those sound like product objections. Most of the time, they are...

What does it really take to go from lot attendant to General Manager at a car dealership? It is easy to look at a GM and only see the title, the office, and the responsibility for the entire store. What you do not always see is the path that built that leader. In Brian Flannery’s case, that...

What does it really take to become a successful F&I manager? For many salespeople, F&I looks like the next logical step. You sell cars, build trust, work deals, understand customers, and perform well on the showroom floor. Then you move into the F&I office and realize quickly that this is a...

Most people in the car business do not want to stay in the same seat forever. A salesperson wants to become a sales manager. A strong F&I manager wants to become a general sales manager or general manager. A new hire wants to prove they belong. The question is: what does it actually take to...