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May 2012 - Feature

Facts, Anyone?

Stories about dealer practices that harm consumers are prevalent, but the facts seem to be difficult to come by.

By Tom Hudson

Stories about dealer practices that harm consumers are prevalent, but the facts seem to be difficult to come by.

Tags: CFPB, Compliance, FTC, Hudson Cook LLP

May 2012 - Cover Story

From the Top Down

For the better part of three generations, Sayville (N.Y.) Ford succeeded on gut instinct and a great reputation. But surviving the Great Recession would require a new approach, and the store’s new boss was more than willing to accept the challenge.

<p>Dealer Melanie Spare-Oswalt (r) leaned on MarketResource rep Nicole Avellina to get her store back on track. Avellina, whose F&amp;I consulting firm was hired by Ford ESP to install new sales and F&amp;I processes at about 800 Ford stores, arrived at Sayville Ford in the spring of 2010.</p>

By Gregory Arroyo

For the better part of three generations, Sayville (N.Y.) Ford succeeded on gut instinct and a great reputation. But surviving the Great Recession would require a new approach, and the store’s new boss was more than willing to accept the challenge.

March 2012 - Feature

In High Demand

The demand for digital marketing tools at NADA 2012 was a tell-tale sign of the industry’s changing attitude toward the Internet.

By Jennifer Washington

The demand for digital marketing tools at NADA 2012 was a tell-tale sign of the industry’s changing attitude toward the Internet.

Tags: chat software, dealer websites, eBay Motors, Internet leads, inventory, iPad Business Applications, lead generation, lead management, live chat, marketing, mobile applications, mobile leads, mobile solution, Mobile Website, online reputation management, Social Media, Web Marketing

March 2012 - Cover Story

Updating F&I

Connecting F&I to the digital world was the talk at the annual dealer and lender conventions last month, and opinions varied on what the F&I office of the future will look like.

By Gregory Arroyo

Connecting F&I to the digital world was the talk at the annual dealer and lender conventions last month, and opinions varied on what the F&I office of the future will look like.

Tags: BANK OF AMERICA, chase, DEALERTRACK, Generation Y, Group 1 Automotive, iPad, iPad Business Applications, J.D. Power and Associates, mobile applications, Mobile Website, NADA, NADA Convention and Expo, Reynolds & Reynolds, Social Media, SOCIALDEALER, Wells Fargo

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

February 2012 - Feature

Closing the Gap

Get a complete breakdown of a GAP objection-handling technique insurance companies don’t want you to know about.

<p>It&rsquo;s important to explain why most GAP policies offered through the dealership have more benefits and value than those sold by insurance companies.</p>

By Tony Dupaquier

Get a complete breakdown of a GAP objection-handling technique insurance companies don’t want you to know about.

Tags: F&I presentation, GAP, objection handling, word tracks

January 2012 - Feature

Tracking F&I Performance

The magazine’s reader survey reveals that average profit per new vehicle retailed still hovers around $800, and that F&I managers are averaging approximately two products per deal.

By Gregory Arroyo

The magazine’s reader survey reveals that average profit per new vehicle retailed still hovers around $800, and that F&I managers are averaging approximately two products per deal.

Tags: acceptance rate, captive finance, E-CONTRACTING, F&I menu, F&I menus, F&I performance, F&I profit, interest rates, product penetration, profit

November 2011 - Feature

Debating the Hybrid Manager

The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.

<p>In the heat of the debate are (L&ndash;R): Joe Amendola, Bart Carpenter, Luis Garcia, Ron Reahard, Heather Haynes and Tony Dupaquier. Not pictured: moderator Kevin Jacobs.</p>

By Jennifer Washington

The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.

Tags: American Finance & Automotive Services, desk managers, F&I department, F&I manager, GSFSGroup, Hiring, JM&A Group, Reahard & Associates, Resource Automotive, Safe-Guard, sales department, sales manager, training

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

November 2011 - Feature

Profile: Magazine Goes One-On-One With F&Idol Winner

The winner of the inaugural F&Idol contest is a man of many stories. In fact, that’s what endeared him to our judges and the more than 3,000 readers who voted for him.

<p>GP Anderson accepts his trophy and prize money from the magazine&rsquo;s executive editor, Gregory Arroyo, Industry Summit event manager Adriana Michaels and Bob Corbin, president of IAS.</p>

By Gregory Arroyo

The winner of the inaugural F&Idol contest is a man of many stories. In fact, that’s what endeared him to our judges and the more than 3,000 readers who voted for him.

Tags: FandIdol, GAP, IAS, Industry Summit, Industry Summit 2011, Innovative Aftermarket Systems

October 2011 - Feature

Lights, Camera, Action!

These five individuals were named category winners for having the best on-camera F&I presentations in five categories. Find out what strategies they employ in the F&I office.

By Jennifer Washington

These five individuals were named category winners for having the best on-camera F&I presentations in five categories. Find out what strategies they employ in the F&I office.

Tags: F&I presentation, FandIdol, GAP, Industry Summit 2011, key replacement, service contracts, tire and wheel, vehicle theft

October 2011 - Feature

Mobile Tools Migrating Into Sales and F&I Processes

The pace of mobile technology adoption is quickening, and companies are lining up to help dealers transition to a mobile marketplace. Here’s a breakdown of seven solutions that are available now or will be in the near future.

By Jennifer Washington

The pace of mobile technology adoption is quickening, and companies are lining up to help dealers transition to a mobile marketplace. Here’s a breakdown of seven solutions that are available now or will be in the near future.

Tags: ADP Dealer Services, BMW, BMW Financial Services, DEALERTRACK, Innovative Aftermarket Systems, iPad, iPad Business Applications, Mercedes-Benz, Mercedes-Benz Financial Services, mobile applications, mobile solution, Mobile Website, Reynolds & Reynolds, Warrantech Automotive

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

October 2011 - Cover Story

Setting the Pace

Meet the seven finalists for F&I Dealer of the Year, the winner of which will be profiled in the magazine’s November issue.

<p>(L-R): Steve Veldkamp, Jodi Nicholson, Raymond Borg and Gary Allgeier on one of The Suburban Collection&rsquo;s lots.</p>

By Gregory Arroyo

Meet the seven finalists for F&I Dealer of the Year, the winner of which will be profiled in the magazine’s November issue.

Tags: F&I Dealer of the Year, F&I Pacesetters, Industry Summit 2011

July 2011 - Feature

The Tour That Drives VSC and PPM Sales

The best way to sell a VSC is to create awareness of the need for service and to demonstrate your ability to handle it. F&I trainer explains how a quick tour of your service and parts department can do just that.

<p>Salespeople should lead customers on a guided tour of the service and parts department while the F&amp;I manager prepares their paperwork.</p>

By Gerry Gould

The best way to sell a VSC is to create awareness of the need for service and to demonstrate your ability to handle it. F&I trainer explains how a quick tour of your service and parts department can do just that.

Tags: parts and service, service contracts, vehicle maintenance

June 2011 - Feature

Make the Most From the Leased

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

By Tom Wilson

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

Tags: F&I Dealer of the Year, F&I menus, leasing, sales tactics

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&rsquo;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 - Cover Story

Blazing New Trails

<p><em>The XPLORE edition FJ Cruiser, shown above, sports a rooftop tent, off-road tires and XPLORE badging.</em></p>

By Justina Ly

Toyota of Escondido is forging ahead in its attempt to tap into the $28 billion auto accessories market. Its guide will be a new program designed to get car buyers to explore the great outdoors.

Tags: aftermarket products, Toyota, Toyota Financial Services

April 2011 - Feature

Turning Objections Into Sales

By Ronald J. Reahard

F&I trainer runs through six objection-handling techniques for selling service contracts and GAP, and offers advice for closing the customers who listen.

Tags: Customer Service, GAP, objection handling, service contracts

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

November 2010 - Feature

Direct Marketing Takes Center Stage

The direct-to-consumer panel session was moderated by (left to right) VisionMenu’s Ron Martin and included Ristken’s Patrick DeMarco, APCO’s Larry Dorfman, CNA’s Jay Sharpnack, the AFIP’s David Robertson and NAC’s Pete Biscardi.

By Editorial Staff

Industry leaders offered their thoughts on whether direct-to-consumer marketing has a place inside dealerships.

Tags: F&I Conference & Expo, marketing, service contracts

August 2010 - Feature

Curb Appeal: Prepaid Maintenance Revisited

The VSC Bundle: With the flexibility of today’s new prepaid plans and the ability to sell them on virtually any vehicle, the opportunity to bundle them with your existing service contract has become easier then ever. The National Automobile Dealers Association recently reported that service-contract sales penetrations increased between 8 to 10 percent when bundled with prepaid maintenance plans.

By Michael Gorun

A prepaid maintenance plan can triple a dealer’s chances of getting customers into the service bay. Providers are doing their part to make that happen with new programs.

Tags: vehicle maintenance

April 2010 - Feature

Technology Takes Center Stage

Speaking on legislation that could enact the Consumer Financial Protection Agency, AFSA's Bill Himpler said the new agency might be off the table, but warned that regulators "still want a pound of flesh from the bank industry." As if on cue, Sen. Christopher Dodd (D-Conn.) who is championing finance reform legislation, unveiled a new bill in March that would create a consumer division inside the Federal Reserve, which AFSA opposes.

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

February 2010 - WebXclusive

Protective Talks Credit, F&I Products and GAP’s Improved Stance

By Gregory Arroyo

The magazine goes one-on-one with Brent Griggs, president of Protective’s Asset Protection Division, to discuss a host of topics ― from the F&I product sales and the credit market, to the company’s recent purchase of Prizm. Find out why the company is feeling positive about the coming year.

Tags: ancillary products, Cash for Clunkers program, F&I sales, GAP, Prizm Group, Protective, Reinsurance, service contracts

December 2009 - Feature

Boost Your Bottom Line

Ohio dealer Bryan Kasper offers theft, environmental protection and combo appearance protection products at his dealerships.

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

November 2009 - Feature

Capitalizing on the Used Market

By Ronald J. Reahard

If you have the right product lineup and selling prices, pre-owned customers will buy F&I products, too. F&I trainer shows you how.

Tags: biweekly, F&I income, pre-owned customers, Vehicle Sales

July 2009 - Feature

Bridging the Finance Gap

By Gregory Arroyo

Service Payment Plan has definitely been busy these days. Listen to what the company’s founder says about the current market, and how his company can help.

Tags: credit, parts and service, service contracts

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 - Cover Story

Pressure Cooker

Results from <i>F&I</i> magazine's January survey of products performance.

By Justina Ly

The industry might be hitting lows not seen for decades, but dealers and providers say they aren’t changing their goals when it comes to acceptance rates for F&I products.

April 2009 - Feature

Debt Protection: Pink-Slip Protection Now a Sales Tool

By Gregory Arroyo

Debt protection has been around since the 1980s, but today’s market challenges has the product taking on a role beyond the F&I office.

Tags: Hyundai, pink-slip protection, WALKAWAY USA

February 2009 - Feature

F&I Experts Discuss F&I Basics: The Art of the Deal

By Glenn Roberts

Today’s credit crisis means one thing: It’s back to basics. F&I expert lays out six principles guiding today’s reality, and discusses why sales will be critical to your dealership’s success.

Tags: credit, dealer, Qualifying Buyers, sales department, tips for success

February 2009 - Feature

Tapping into the Automotive Accessory Market

By Amit Maheshwari

While dealers continue to seek out new profit streams, one area of potential new business remains relatively untapped — the automotive accessory market.

Tags: Accessory Market, credit, dealer, DEALERTRACK, sales department, tips for success

January 2009 - Cover Story

Reinsurance’s Resurrection

By Kelli Wood

Ask Bob Cockerham about his reinsurance program and he's quick to say it was his dealership's one glimmer of hope.

Tags: FEDERAL REGULATION, IRS, Reinsurance, service contracts, tax and title fees

November 2008 - Feature

Showing the Pulse

By Gregory Arroyo

The viability of the product category that put the “I” in “F&I” is being challenged, but providers of credit life and disability say a market still exists.

August 2008 - Feature

The Importance of Selling Lenders on F&I Products

By Denny Sims

The goal of the F&I office is to sell a customer on a product, but in today's reality it's the lender that needs to be sold.

May 2008 - Feature

4 Ways to Combat Tightening Advances

By Bruce Foster

Getting a deal bought is definitely challenging these days. Industry insider shows how going back to the basics can help dealers overcome today's obstacles.

February 2008 - Feature

The Ideal Product Mix for 2008

By Ron Martin

With insiders predicting that 2008 will be the year of the used car, how prepared is your F&I office to maximize profits? F&I expert provides his take and shows you six products that should be in the mix.

September 2007 - Feature

VSC Market Booming

By Gregory Arroyo

Despite the onset of extended factory warranties and improvements to vehicle dependability, the vehicle service contract business is reaching levels not seen since the ‘80s. Industry insiders say the market will get even stronger in the years to come through new innovations.

June 2007 - Feature

The Ideal Product Mix for your Menu

By Ron Martin

So what’s on the menu? F&I contributor provides some of his recommendations on what today’s ideal menu looks like.

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

March 2003 - Feature

Buying Another Franchise? Strategies for Expanding your Operations

By Rob Mancuso

There’s not a dealer anywhere who doesn’t constantly keep his or her ear to the ground looking for additional franchise opportunities.

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