For decades, F&I departments across the country have been measured primarily on one metric: profit per retail unit. While PVR will always matter, the landscape around us has changed dramatically. Today’s customer arrives armed with more information than ever before. They’ve researched lender ...

Preparing for the Next Generation In the ever-evolving landscape of automotive retail, one truth remains constant: the F&I department is essential to a dealership’s profitability and long-term viability. As dealerships face generational transitions—both within their workforce and among their ...

The Key to Customer Satisfaction and Profitability In today’s fast-evolving automotive retail environment, the F&I office remains one of the most critical profit centers in a dealership. Your overall long-term success doesn’t come from pushing products at any cost—it comes from coaching your ...

For decades, dealers have known that reinsurance can be one of the most powerful wealth-building tools in automotive retail. Yet only a small percentage ever realize its full potential, not because they don’t participate, but because they aren’t necessarily participating in the right structure.

In today’s dealership environment, profitability hinges on more than sharp pencils and aggressive pricing. Margins continue to tighten on the front end, and OEM programs are shifting constantly. Yet, despite all this change, one simple truth remains: when Desking and F&I operate as silos, both ...

As an F&I professional, I’ve always believed that our role goes beyond simply finalizing paperwork in the showroom. We’re in the business of protecting our customers, their vehicles, and ultimately, the dealership’s long-term relationship with them. Traditionally, that happens at the point of ...

As a veteran in F&I sales, I’ve watched one undeniable truth unfold: customers haven’t stopped buying F&I products, they’ve simply changed how they want to buy them. The digital revolution didn’t eliminate the value of protection products… it eliminated the patience for old-school ...

In today’s automotive retail environment, the role of F&I has evolved far beyond simply selling a vehicle service contract. Our customers are better informed, expectations are higher, and profitability depends on how seamlessly we integrate value into every stage of the ownership journey. VSC’s ...

In my years working with dealerships, I’ve noticed something troubling: most sales training doesn’t fail because it’s bad. It fails because it’s incomplete.

Compensation plans in sales do more than pay people—they shape behaviors, drive performance, and define priorities. Yet, in too many dealerships, outdated or misaligned F&I pay plans continue to undermine profitability and customer satisfaction.