Ronald J. Reahard

President of Reahard & Associates

So Here's the Deal•by Ronald J. Reahard•January 14, 2016

(Video) Limiting Chargebacks

By outlining your customers’ responsibilities and providing instructions for filing a claim, you can reduce chargebacks and keep the F&I revenue flowing.

So Here's the Deal•by Ronald J. Reahard•December 10, 2015

[Video] The Average LIfecycle Close

The magazine’s resident F&I pro offers a close designed specifically for car buyers who believe whatever issues they face will occur within the factory warranty’s coverage period.

So Here's the Deal•by Ronald J. Reahard•November 14, 2015

[Video] Perfect Timing

Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.

So Here's the Deal•by Ronald J. Reahard•October 19, 2015

The Follow Up

The magazine’s F&I wiz lays out a plan for re-pitching a service contract to customers who declined the product at the time of delivery.

So Here's the Deal•by Ronald J. Reahard•September 18, 2015

Circling Back

Accepting a customer’s objection doesn’t mean you can’t circle back. The magazine’s F&I wiz shows a California F&I manager how it’s done.

So Here's the Deal•by Ronald J. Reahard•August 5, 2015

[Video Tips Included] Value Demonstration

The magazine’s F&I wiz draws up the perfect way to illustrate a pre-owned vehicle’s remaining warranty and the value of purchasing additional coverage.

So Here's the Deal•by Ronald J. Reahard•July 6, 2015

The Light-Bulb Close

The magazine’s F&I wiz shows a reader from Kentucky how comparing a high-mileage vehicle to a light bulb can demonstrate to a customer the value of a service contract.

So Here's the Deal•by Ronald J. Reahard•June 1, 2015

Selling to Affluent Customers

An F&I pro from California is having trouble selling F&I protections to his affluent customer base. The magazine’s F&I wiz has the answer.

So Here's the Deal•by Ronald J. Reahard•May 1, 2015

[Video] The Two-Part Objection

An F&I professional from Missouri is having trouble with customers who say they don’t need and can’t afford a service contract. The magazine’s F&I wiz weighs in.

So Here's the Deal•by Ronald J. Reahard•April 3, 2015

[Video] Overcoming the Warranty Objection

The magazine’s resident F&I wiz tackles a question about how to show the value of a service contract when the customer believes the warranty provides enough coverage.

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