May 10, 2012
The magazine’s from-the-trenches blogger describes how his days as a spitfire preacher influenced his style in the F&I office — and not the way you might think.
Author: Marv Eleazer | Posted @ Thursday, May 10, 2012 4:43 PM | » Comments(0)
April 16, 2012
The magazine’s from-the-trenches columnist doesn’t mince words when it comes to his dislike of the Internet, but that doesn’t mean he’s about to fight progress.
Tags: F&I turnover, Internet, Internet lead, Internet shopper, sales process
Author: Marv Eleazer | Posted @ Monday, April 16, 2012 9:27 AM | » Comments(1)
March 12, 2012
The magazine’s frontline columnist doesn’t dislike the mobile menu. He just wants proof it won’t be another failed attempt at updating the F&I process.
Tags: F&I department, F&I menu, mobile applications, technology
Author: Marv Eleazer | Posted @ Monday, March 12, 2012 11:20 AM | » Comments(6)
February 1, 2012
Our from-the-trenches columnist says that word-tracks still have their place in the industry — even if he doesn’t necessarily subscribe to their intended purpose.
Tags: F&I presentation, training
Author: Marv Eleazer | Posted @ Wednesday, February 1, 2012 3:23 PM | » Comments(5)
January 17, 2012
Sticking to your processes breeds success, and success breeds confidence. The magazine’s from-the-trenches columnist gets scientific to hunt down the key to keeping those hot streaks going.
Tags: tips for success, training
Author: Marv Eleazer | Posted @ Tuesday, January 17, 2012 11:37 AM | » Comments(2)
December 1, 2011
The magazine’s frontline columnist steps away from his usual F&I musing this month and thinks you should do the same. Read on to find out what his secret to longevity in the F&I office is.
Tags: F&I department, F&I office, tips for success
Author: Marv Eleazer | Posted @ Thursday, December 1, 2011 2:38 PM | » Comments(10)
October 31, 2011
The magazine’s frontline columnist is a little fed up with all the talk about the customer interview. Here’s his take on why dealers and trainers need to be careful about imposing it on F&I producers.
Tags: customer interview, F&I presentation, objection handling
Author: Marv Eleazer | Posted @ Monday, October 31, 2011 11:39 AM | » Comments(19)
October 7, 2011
Would you lower your rate to sell a product? The magazine’s from-the-trenches columnist weighs in on this $64,000 question.
Tags: F&I product, gross profit, reserve
Author: Marv Eleazer | Posted @ Friday, October 7, 2011 12:35 PM | » Comments(3)
September 6, 2011
Last month, it was the dreaded ‘Line 5’ call. Now, our in-the-trenches columnist ponders the dynamics of rehashing deals and enhancing back-end approvals.
Tags: lender, lender strategies
Author: Marv Eleazer | Posted @ Tuesday, September 6, 2011 11:50 AM | » Comments(0)
August 5, 2011
After hearing what one finance executive said about financing back-end products, the magazine’s front-line columnist decides to delve into the root of the dreaded ‘Line 5’ call.
Tags: F&I products, finance, loan-to-value ratio
Author: Marv Eleazer | Posted @ Friday, August 5, 2011 4:26 PM | » Comments(5)
July 5, 2011
The magazine’s F&I columnist revisits pay plans and offers some food for thought before, during and after negotiations.
Tags: F&I manager, payment plan
Author: Marv Eleazer | Posted @ Tuesday, July 5, 2011 12:55 PM | » Comments(1)
June 6, 2011
The magazine’s from-the-trenches columnist provides advice on how to keep the little things from snowballing out of control.
Tags: tips for success
Author: Marv Eleazer | Posted @ Monday, June 6, 2011 11:14 AM | » Comments(2)
May 10, 2011
The magazine’s F&I columnist offers a stern warning to dealers who decide to cut costs by penalizing employees for maximizing their pay plans.
Tags: payment plan
Author: Marv Eleazer | Posted @ Tuesday, May 10, 2011 8:21 AM | » Comments(3)
April 4, 2011
Has the industry gone mad? The magazine’s in-the-trenches columnist fires a shot across the bow of the push toward a combined sales/F&I manager.
Tags: AutoNation, credit insurance, F&I Conference & Expo, F&I manager, F&I products, GAP, objection handling, sales manager, service contracts
Author: Marv Eleazer | Posted @ Monday, April 4, 2011 3:54 PM | » Comments(2)
March 11, 2011
Now that the ‘do more with less’ period is over, you might be fantasizing about greener pastures at some other store. Before you pull the trigger, here are a few questions you need to ask yourself.
Author: Marv Eleazer | Posted @ Friday, March 11, 2011 8:58 AM | » Comments(6)
February 4, 2011
Charge-backs are difficult to control, but our in-the-trenches columnist says there are ways to prevent them from getting out of hand.
Tags: charge-backs, dealership management system
Author: Marv Eleazer | Posted @ Friday, February 4, 2011 9:30 AM | » Comments(4)
January 6, 2011
Will creating a list of New Year’s resolutions really help you better yourself? The magazine’s front-lines columnist doesn’t think so.
Author: Marv Eleazer | Posted @ Thursday, January 6, 2011 10:25 AM | » Comments(1)
December 1, 2010
The magazine’s columnist explores the always-tenuous, sometimes-volatile relationship between sales and F&I.
Tags: sales department, tips for success
Author: Marv Eleazer | Posted @ Wednesday, December 1, 2010 11:12 AM | » Comments(3)
October 29, 2010
Slumps are just part of life, whether it’s in sports or in the F&I office. How long one lasts is really up to you.
Author: Marv Eleazer | Posted @ Friday, October 29, 2010 3:41 PM | » Comments(1)
October 4, 2010
No one likes to be judged, especially by an outsider. But there’s at least one outsider to whom you might want to tune in.
Tags: F&I products, financial services rep, training
Author: Marv Eleazer | Posted @ Monday, October 4, 2010 9:23 AM | » Comments(5)
August 30, 2010
F&I’s from-the-trenches columnist says there might be more to calculating PVR than simply dividing F&I gross by monthly retail sales.
Tags: front-end profit, per retail unit
Author: Marv Eleazer | Posted @ Monday, August 30, 2010 3:37 PM | » Comments(9)
August 10, 2010
How many “No’s” does a customer need to utter before it’s time to move on? F&I’s columnist says three might not be the magic number.
Tags: F&I sales
Author: Marv Eleazer | Posted @ Tuesday, August 10, 2010 9:48 AM | » Comments(5)
F&I’s new columnist questions those one-size-fits-all strategies and says it’s time for dealers to take back their markets.
Tags: credit unions, FICO, lender strategies, PRU, PVR
Author: Marv Eleazer | Posted @ Tuesday, August 10, 2010 9:47 AM | » Comments(0)
Finance Director
Marv is no insider. He’s an actual F&I manager with more than 20 years of experience. Get his from-the-trenches take on the industry every month at fi-magazine.com.
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