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February 2012 - Feature

10 ‘Next’ Practices for F&I

Don’t let so-called ‘best practices’ get in the way of your performance or your customers’ needs. The magazine’s resident F&I expert lists the 10 ‘next practices’ that are driving processes at top dealerships.

By Ronald J. Reahard

Don’t let so-called ‘best practices’ get in the way of your performance or your customers’ needs. The magazine’s resident F&I expert lists the 10 ‘next practices’ that are driving processes at top dealerships.

Tags: aftermarket products, F&I products, training

February 2012 - Cover Story

Head of the Class

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

<p>Hoy Fox Toyota Finance Director Victor Martin Del Campo poses with Dealer Principal Steve Fox and Finance Managers Ozzy Herrera, Larry Salcedo, Julio Cervantes (Hoy Fox Lexus) and Matthew McCoey.</p>

By Jennifer Washington

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

Tags: F&I department, F&I manager, F&I menus, F&I presentation, F&I process, F&I products, F&I sales, finance, GSFSGroup, Gulf States Toyota

November 2011 - Feature

[Updated] F&I Directors Talk Shop

The magazine has just posted the uncut version of the ‘Mad’ Marv-led F&I directors’ panel at the magazine’s September conference. Click below to check it out.

By Tariq Kamal

The magazine has just posted the uncut version of the ‘Mad’ Marv-led F&I directors’ panel at the magazine’s September conference. Click below to check it out.

Tags: charge-backs, customer interview, F&I products, Hiring, Mad Marv, special finance

November 2011 - Feature

Execs Dissect Challengers to F&I

Cash, leasing and adoption of technology stole the show during this year’s Executive Panel.

By Jennifer Washington

Cash, leasing and adoption of technology stole the show during this year’s Executive Panel.

Tags: F&I products, GSFSGroup, IAS, Innovative Aftermarket Systems, National Automotive Experts, Resource Automotive, Safe-Guard

October 2011 - Feature

Maximizing PPM Return

Customer retention isn’t the only thing prepaid maintenance plans drive. With the right product mix, they also can add serious revenue to your store’s bottom line.

By Mike Gorun

Customer retention isn’t the only thing prepaid maintenance plans drive. With the right product mix, they also can add serious revenue to your store’s bottom line.

Tags: F&I products, F&I revenue, revenue, vehicle maintenance

September 2011 - Feature

E-Contracting’s Missing Link

Integration has been one of the obstacles in the way of the industry’s push toward e-contracting. One technology expert says that will no longer be the case going forward, especially for product providers.

By Mark Virag

Integration has been one of the obstacles in the way of the industry’s push toward e-contracting. One technology expert says that will no longer be the case going forward, especially for product providers.

Tags: dealership management system, DMS, E-CONTRACTING, F&I product provider, F&I products, technology

May 2011 - Feature

Going Big Time

Warrantech’s top executive opens up about the 28-year-old company’s recent acquisition, its redesigned product line and more.

By Gregory Arroyo

Warrantech’s top executive opens up about the 28-year-old company’s recent acquisition, its redesigned product line and more.

Tags: F&I product provider, F&I products, Reinsurance, service contracts, Warrantech Automotive

May 2011 - Feature

Rethinking Leasing

What if there was an F&I product on your menu that could guarantee the trade-in value of your customer’s vehicle? Leasing expert breaks down the fundamentals of this often-overlooked option.

<p>It’s important to make sure the customer knows leasing offers a fixed price purchase option. This structure allows the customer to capture any equity at lease end if the vehicle is worth more than the residual value.</p>

By Randall McCathren

What if there was an F&I product on your menu that could guarantee the trade-in value of your customer’s vehicle? Leasing expert breaks down the fundamentals of this often-overlooked option.

Tags: F&I products, leasing, trade-in value

April 2011 - Feature

7 Costs Internet Shoppers Haven’t Calculated

By George Berkholder

Today’s Internet shopper might be better educated, but you can bet there are a couple of cost-of-ownership items they didn’t count on. Veteran F&I manager and trainer runs through F&I’s new message to customers.

Tags: F&I products, GAP, Internet shopper, key replacement

March 2011 - Feature

Pulling Out All the Props

The right prop can be the perfect objection killer, but choose your tools wisely.

By Gerry Gould

The right prop can be the perfect objection killer, but choose your tools wisely.

Tags: F&I menus, F&I presentation, F&I products, sales tactics

February 2011 - Feature

F&I's 10 Commandments

By Rick McCormick

Starting out in F&I is never easy, but the magazine’s resident expert lays out a game plan to get F&I ‘newbies’ off on the right foot.

Tags: Customer Service, F&I products, objection handling, sales tactics, tips for success

February 2011 - Feature

Product Placement

IAS offers its software free of charge to dealers who sell its products. Here's a look at SmartMenu Complete's e-rating (top) and deal entry screens (bottom).

By Gregory Arroyo

Should the base payment be displayed on the menu? Officials with IAS offer their take on that hot-button question and more.

Tags: F&I menus, F&I products

January 2011 - Feature

Getting Resourceful

The magazine catches up with The Warranty Group’s Michael Frosch to discuss F&I, automotive retailing and the road ahead.

The Warranty Group's company president and COO of North American operations Michael Frosch.

By Gregory Arroyo

The magazine catches up with The Warranty Group’s Michael Frosch to discuss F&I, automotive retailing and the road ahead.

Tags: F&I products, The Warranty Group

October 2010 - Feature

The ‘No-Haggle’ Way

By Justina Ly

Sonic is hoping to double its F&I sales behind a new pricing strategy. The magazine talks to the group’s top F&I exec to get the details.

Tags: F&I products, payment plan, product margins, Sonic Automotive

May 2010 - Feature

5 Roadblocks to F&I Success

By Rick McCormick

It’s still the one department where profits are made, but the F&I office can’t do it alone. Veteran trainer breaks through F&I’s five biggest roadblocks.

Tags: business management, business tools, F&I manager, F&I products, lender strategies, payment plan, sales tactics

April 2010 - Feature

Technology Takes Center Stage

By Gregory Arroyo

Dealers at the industry's annual get-together said the Internet will set the terms for the market's recovery.

Tags: AFSA, credit unions, dealer, F&I products, Internet, inventory, NADA, parts and service, Social Media, technology

April 2010 - Cover Story

Data-Driven Success

By Justina Ly

Ford dealer talks about how software helped his Peoria, Ill.-based outlet stay out of the red last year, and now has him primed to increase sales by 750 units.

Tags: F&I products, F&I revenue, inventory, Software, Vehicle Sales

January 2010 - Feature

The Evolution of the Front-End

By Gregory Arroyo

The magazine chats with F&I guru Ron Martin about how the front-end has evolved since the onset of the economic downturn.

Tags: F&I products, front-end, inventory

December 2009 - Feature

Boost Your Bottom Line

By Justina Ly

Windshield cracks, tire blowouts and door dings are common occurrences for vehicle owners, but do they translate into a market for today’s new wave of F&I products? Dealers say they do.

Tags: ancillary products, appearance protection, DEALERTRACK, dent-and-ding, F&I menus, F&I products, finance, GAP, Innovative Aftermarket Systems, key replacement, National Automotive Experts, Safe-Guard, tire and wheel

August 2009 - Feature

F&I’s Value Statement

By Nate Hall

Have we forgotten our purpose? A Kentucky dealer provides a reminder of why F&I exists, and why the people fielding the position are so important.

Tags: F&I products, objection handling

July 2009 - Feature

The Psychology of F&I

By George Angus

When it comes to F&I, science matters more than opinion. F&I veteran climbs into the minds of consumers and reveals five ways you might be sabotaging your success.

Tags: business management, F&I menus, F&I products, training

July 2009 - Feature

5 Tenets of Pink-Slip Protection

By John Kilgore

Debt protection might look and feel like credit insurance, but it’s not. Listen to what this lending services expert has to say about this buyer-incentive product.

Tags: credit insurance, F&I products, pink-slip protection

June 2009 - Feature

Being Brilliant at the Basics

By Rick McCormick

The market dynamics might be in constant flux, but the goals of an F&I manager aren’t. F&I trainer reveals his secrets to becoming brilliant at the basics.

Tags: customer retention, F&I products, lender strategies

April 2009 - Feature

Keep Lenders from Steering Away Profits

By John Sauers

F&I expert provides four ways to keep lenders from steering away profits.

Tags: F&I products, lender strategies

April 2008 - Feature

F&I in an X&Y World

By Ronald J. Reahard

Is your current F&I sales process adding value or alienating customers? In today’s world of Google, Myspace and YouTube, word-tracks are like 8-tracks: obsolete. Expert explains how to give today’s Generation X and Y customers what they want: a fast-paced, non-confrontational buying experience.

Tags: F&I products, Generation X, Generation Y, payment plan, sales pitches

March 2008 - Feature

CASE STUDY: Life Without The F&I Department

By George Angus

With dealers facing changing customer expectations, increasing demands from the factories and customer resistance to the sales process, eliminating the F&I department might seem like a good idea. Dealership consultant breaks down what life would be like without the F&I department, and the results aren’t pretty.

Tags: acceptance rate, Customer Service, F&I department, F&I process, F&I products, sales department, training

February 2008 - Feature

6 Tips for F&I Managers

By Ron Reahard

To be an F&I professional, there are six things you need to stop (or start) doing, because whether you like it or not, you’re a role model.

Tags: AFIP, ECOA, F&I manager, F&I products, Fair Credit Reporting Act, Gramm-Leach-Bliley, used vehicles

September 2007 - Feature

4 Ways to Change Perceptions

By Ron Reahard

The customer’s first impression of you is a tone setter for the entire transaction. So what warning signs are you putting up? This month we explore four ways to put your customer at ease.

Tags: F&I department, F&I office, F&I products

May 2005 - Feature

Wanted: A Jack of All F&I Trades

By Ronald J. Reahard

An F&I manager must perform a broad range of duties, including helping customers, interacting with the sales team and lenders, keeping abreast of changing laws and maintaining a desired level of dealership profitability.

Tags: credit applications, F&I manager, F&I products, FICO, lender strategies

January 2005 - Feature

People Make Policies Work

By Stephen B. Straske

Conducting business ethically and honestly must be embraced by every employee for a compliance policy to be effective. When deviations occur, clear consequences should be upheld.

Tags: Compliance, ECOA, F&I products, Fair Credit Reporting Act, Regulation Z

January 2005 - Feature

Customers Relate to Tire & Wheel Mishaps

By Ronald J. Reahard

Tire & wheel road hazard protection is gaining popularity because it's an easy solution to an all-too-common problem.

Tags: F&I products, tire and wheel

February 2004 - Feature

Part 3: Interview for Product Cues

By Jan Kelly

In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.

Tags: F&I process, F&I products, tips for success, training

July 2003 - Feature

How to Use the Option Close

By Ron Martin

The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.

Tags: F&I menus, F&I products, sales department, sales process

July 2003 - Feature

F&I Professional – Or F&I Pretender?

By Ronald J. Reahard

In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz and find out!

Tags: AFIP, charge-backs, F&I department, F&I manager, F&I process, F&I products, loan portfolios, training

July 2003 - Feature

Auto Theft Rise Means F&I Opportunity

By Donna Driscoll

With motor vehicle theft rates rising for the first time in a decade, an educational sales approach can put F&I managers in the driver’s seat to boost sales.

Tags: aftermarket products, F&I manager, F&I products, vehicle theft

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Done Deal

Clicking for Service

By Gregory Arroyo
Guitar Center is doing its best to prove the editor’s 10-year-old prediction that brick-and-mortar retailers would always have a role in the online shopping experience.

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Longing, Not Loathing

By Marv Eleazer
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By Cory Mosley
The magazine’s sales expert explains how you can plan and execute long-term strategies without losing sight of your day-to-day responsibilities.

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Stop That Train!

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F&I and Showroom - August 2011

In This Issue
Here are some of the Highlights:

She’s Buying

Character Development

Ending the Cycle
And much more…

E-NEWSLETTER

MAGAZINE

Don’t let so-called ‘best practices’ get in the way of your performance or your customers’ needs. The magazine’s resident F&I expert lists the 10 ‘next practices’ that are driving processes at top dealerships.

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

The magazine has just posted the uncut version of the ‘Mad’ Marv-led F&I directors’ panel at the magazine’s September conference. Click below to check it out.

Cash, leasing and adoption of technology stole the show during this year’s Executive Panel.

Customer retention isn’t the only thing prepaid maintenance plans drive. With the right product mix, they also can add serious revenue to your store’s bottom line.

Integration has been one of the obstacles in the way of the industry’s push toward e-contracting. One technology expert says that will no longer be the case going forward, especially for product providers.

Warrantech’s top executive opens up about the 28-year-old company’s recent acquisition, its redesigned product line and more.

What if there was an F&I product on your menu that could guarantee the trade-in value of your customer’s vehicle? Leasing expert breaks down the fundamentals of this often-overlooked option.

The right prop can be the perfect objection killer, but choose your tools wisely.

The magazine catches up with The Warranty Group’s Michael Frosch to discuss F&I, automotive retailing and the road ahead.

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