F&I and Showroom, September 2018

www fi magazine com 2 F I and Showroom ACE Endorsed Publication of the ACE Certification Program F I and Showroom ISSN 2154 1728 USPS 018 706 is published monthly by Bobit Business Media 3520 Challenger Street Torrance California 90503 1640 Periodicals Postage Paid at Torrance California 90503 9998 and additional mailing offices POSTMASTER Send address changes to F I and Showroom P O Box 3312 Northbrook IL 60065 3312 Please allow six to eight weeks for address changes to take effect Subscription Prices United States 20 per year Canada 35 per year Foreign 35 per year Single copy price 10 Fact Book 30 Please allow six to eight weeks to receive your first issue Bobit Business Media reserves the right to refuse nonqualified subscriptions Please address editorial and advertising correspondence to the executive offices at 3520 Challenger Street Torrance California 90503 1640 The contents of this publication may not be reproduced either in whole or in part without the consent of Bobit Business Media All statements made although based on information believed to be reliable and accurate cannot be guaranteed and no fault or liability can be accepted for error or omission September 2018 TABLE OF CONTENTS September 2018 Volume 21 Issue 8 4 Letters 6 Editorial 8 Developments 26 So Heres the Deal Ron Reahard 28 ACE Gil Van Over 32 Legal Christian Scali 33 Ad Index 36 Mad Marv Marv Eleazer DEPARTMENTS FEATURES COVER PHOTO BY GETTYIMAGES COM DNY59 Finance and Insurance 12 4 Steps to Overcome Any Objection The magazines resident F I wiz lays out a fourstep process for handling any objection and having fun while doing it Showroom 16 Winning by Design Dealership expert breaks down four key elements to building a highperformance sales team in todays retail environment Finance and Insurance 20 Give Em Gershwin Award winning F I director explains how using music during his process stimulates his customers purchasing impulses Finance and Insurance 22 The Accept Decline Form Is F Is Best Friend F I pros who dont include a completed Accept Decline form in every deal jacket are not only failing to capitalize on a proven sales tool theyre putting their stores at risk PAGE 12 PAGE 16 PAGE 20 PAGE 22