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Notes from inside the deal.
Essays on what's working — and what isn't — across F&I, variable ops, fixed ops, and reinsurance. Written by the consultants who installed it before they wrote about it.
This week's read
Featured essay
Vision Management Group vs. JM&A Group: Which F&I Consulting Partner Is Right for Your Dealership?
The key differences in Vision Management Group vs. JM&A Group for F&I consulting. Discover which partner suits your dealership best.
Vision Management
19 minutes ago6 min read
The Fixed Ops Profit Playbook: 7 KPIs Every Dealer Principal Should Watch Monthly
Some months automotive fixed operations looks busy but absorption says otherwise. Learn the 7 fixed ops KPIs
Tony Fiorillo
Mar 410 min read
Service Absorption 101: How Fixed Ops Can Cover 100% of Your Overhead
Fixed ops absorption explained: how to calculate service absorption, define overhead consistently, spot the bottlenecks that cap results, and use high-impact levers to reach 100% dealership overhead coverage.
Tony Fiorillo
Mar 415 min read
Sales-F&I Handoff: Keep Momentum and Boost Product Acceptance
Most dealerships treat the Sales → F&I handoff like a simple escort, when it’s actually a make-or-break trust moment. Here's a repeatable, 60-second warm handoff system – scripts, a minimum checklist, and a lightweight manager cadence.
Tony Fiorillo
Feb 811 min read
Selling F&I Products in 2026: Full Guide
In this guide, we’ll lay out a trust-first process that starts before the customer reaches the box, keeps payment integrity intact, and uses a simple menu + scripts + scorecard to improve acceptance without hurting CSI.
Tony Fiorillo
Feb 812 min read
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