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March 2016, F&I and Showroom - Feature

Industry Disruption

Photo courtesy of iStock. 

By Dave Robertson

AFIP chief is excited about revolutionary paperless software that could change more than the F&I process.

Tags: AFIP, NADA Convention and Expo, technology

March 2016, F&I and Showroom - Feature

How Dare You!

By Dave Robertson

Issuing adverse action notices for every deal can result in righteous indignation from prime-credit customers. AFIP chief offers a primer on when to send notices and when to keep them to yourself.

Tags: Adverse Action Notice, AFIP, Credit Score, FICO, Installment Sales Agreements, NADA

January 2016, F&I and Showroom - Feature

Your Year of Self-Discovery

By Dave Robertson

The AFIP’s executive director offers a few ways F&I professionals can improve their performance and compliance acumen in 2016

Tags: AFIP, certification, NADA, National Automobile Dealers Association

December 2015, F&I and Showroom - Feature

'Tis the Season to Count Our Blessings

By Dave Robertson

The AFIP’s executive director gives thanks to the regulators and the regulations they enforce. He explains why dealers should do the same.

Tags: AFIP, CFPB, FTC

November 2015, F&I and Showroom - 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

November 2015, F&I and Showroom - Feature

R.I.P. Payment Packing

By David Robertson

The AFIP’s executive director says it’s time to say goodbye and good riddance to a relic of F&I’s past. He explains why ‘a little wiggle room’ hurts new-car gross and puts sales at risk.

Tags: AFIP, Association of Finance and Insurance Professionals, CFPB, Consumer Financial Protection Bureau, F&I manager, F&I products, interest rates, Payment Packing

June 2015, F&I and Showroom - Feature

Becoming a Better Professional

By David Robertson

The AFIP’s executive director says not all goals require a Herculean effort to complete. He lays out a plan for setting and achieving simple, meaningful objectives every 90 days.

Tags: AFIP, David Robertson, F&I manager

May 2015, F&I and Showroom - Feature

Take a S.W.O.T. at Success

By David Robertson

Given the many changes taking place in the F&I field, the AFIP’s executive director says a little self-inspection is in order if you hope to win the F&I trifecta.

Tags: AFIP, Consumer Financial Protection Bureau, David Robertson, Federal Trade Commission, rate markup, Regulations

February 2015, F&I and Showroom - Feature

Eliminating Elmer Fudd Responses

By David Robertson

AFIP head warns against pretending to know the answers to serious questions in a misguided effort to placate customers.

Tags: AFIP, David Robertson, Powertrain Coverage, Regulation Z, TILA

January 2015, F&I and Showroom - Feature

5 Steps to Trouble-Free F&I

By David Robertson

The AFIP’s executive director says it’s possible to have the best of all F&I worlds. He details a plan for satisfying customers, increasing revenues and avoiding regulatory hassles.

Tags: AFIP, Consumer Financial Protection Bureau, customer satisfaction, David Robertson

January 2015, F&I and Showroom - Feature

‘Best’ Is Not Always Best

By David Robertson

AFIP’s executive director reminds us why the word “best” should be avoided when discussing financing or lease rates with customers.

Tags: AFIP, compliance, Credit Scores, David Robertson, interest rates

November 2014, F&I and Showroom - Feature

What’s on the Menu?

By Brittany-Marie Swanson

The Mad Marv-moderated compliance panel at Industry Summit 2014 addressed supposed menu-governing regulations, the hybrid manager, tablet menus and the CFPB.

Tags: AFIP, compliance, Damon Wiener, David Robertson, F&I menus, Hudson Cook LLP, Industry Summit, James Ganther, Mad Marv, Matt Nowicki, mobile menu, Mosaic, Tom Hudson

October 2014, F&I and Showroom - Feature

Delivering the Beef

By Dave Robertson

The AFIP’s executive director opens up about what he hopes to accomplish when he meets with the top brass at the CFPB.

Tags: AFIP, CFPB, F&I, Regulations

August 2014, F&I and Showroom - Feature

Handling Skittish Customers

By David Robertson

Asking customers to divulge sensitive information about themselves can sometimes lead to a polarizing exchange between the F&I manager and customer. The magazine’s compliance insider offers a few ways to put customers at ease.

Tags: AFIP, compliance, PERSONAL IDENTIFICATION INFORMATION

July 2014, F&I and Showroom - Feature

Codifying Common Sense

By David Robertson

Whether you believe it or not, most rules and regulations weren’t designed to make your life miserable. The magazine’s resident compliance expert says we can only blame ourselves.

Tags: AFIP, compliance, F&I products, FEDERAL REGULATION

June 2014, F&I and Showroom - Feature

F&I Comes of Age

By David Robertson

The AFIP’s executive director discusses the rationale and timing behind the establishment of professional designations for individuals working in and supporting the in-dealership financial services industry.

Tags: AFIP, certification, F&I training

April 2014, F&I and Showroom - Feature

Mastering F&I

By David Robertson

The magazine’s compliance expert says talent will only get you so far. To rise above the rest, he says one needs to become a student of the F&I game.

Tags: AFIP, David Robertson, F&I process, F&I training

December 2013, F&I and Showroom - Feature

Risky Business

By David Robertson

Industry insider issues a warning to finance sources that restrict a dealer’s freedom to choose which F&I products are offered to car buyers.

Tags: AFIP, Aftermarket Products, compliance, David Robertson, Franchised Dealerships, lenders

May 2013, F&I and Showroom - Feature

4 Realities of F&I

By David Robertson

The man behind the industry’s only sanctioning body for the F&I trade returns to offer his take on today’s regulatory environment.

Tags: AFIP, CFPB, Civil Penalties, Consumer Financial Protection Bureau

April 2009, F&I and Showroom - Feature

Part II: Tackling Adverse Action Notices

By Jim Ganther

Knowing what triggers an adverse action notice can definitely be baffling, but so can the rules governing content and timing. Legal expert weighs in with part II of F&I's series on adverse action notices.

Tags: Adverse Action Notice, AFIP, compliance, ECOA, Fair Credit Reporting Act, Federal Trade Commission

July 2008, F&I and Showroom - Feature

Bringing the Magazine to Life

By Gregory Arroyo

This year will be my third F&I Conference and Expo. Whenever I talk about the two previous shows, I can’t help but tell the story about how one attendee at the 2006 show raised his hand during a compliance workshop and said, “I’m afraid to go back to my dealership.”

Tags: AFIP, Automotive Dealership Institute, CIRAS, Editorial Page, F&I Conference & Expo, Hudson Cook LLP, Mosaic, Red Flags Rule

October 2007, F&I and Showroom - Feature

Dealing With Subprime’s Messy Image

By Gregory Arroyo

Is it me or is just about everyone looking for that one kink in the armor of our business? Yes, blame the subprime-mortgage market all you want, but the reality is that it’s going to be guilt by association from here on out. What’s important now is that we don’t prove those “Chicken Littles” right.

Tags: AFIP, AmeriCredit, Editorial Page, Federal Reserve, NADA, NAF Association, subprime, Triad Financial

February 2007, F&I and Showroom - Feature

What’s My Monthly Payment?

By Gregory Arroyo

Did you hear the news coming out of Edmunds.com just before the holidays? Leasing increases 21 percent in 2006. It seems as though DealerTrack’s Raj Sundaram’s prediction of its revival back in November is on par so far.

Tags: AFIP, Dealertrack, Editorial Page, Edmunds.com, Experian, F&I Conference & Expo

January 2007, F&I and Showroom - Feature

It’s OK To Be a Control Freak

By Gregory Arroyo

Talk about birth by fire. Four days, two shows, about 500 photos and two notebooks crammed with notes. And out of the notes I took during the third-annual F&I Conference and Expo in Las Vegas, the one comment that stood out was the one made by this one brave soul who grabbed the microphone at the conclusion of a panel discussion on compliance and uttered, “I’m afraid to go back to my dealership.”

Tags: AFIP, AmeriCredit, Dealertrack, Editorial Page, F&I Conference & Expo

June 2006, F&I and Showroom - Feature

F&I’s High-Value Role in the Dealership

By Ronald J. Reahard

F&I professionals are well positioned to take a leadership role in the dealership because of their range of knowledge. Valuable managers try to help everyone involved in the sale and purchase of a new vehicle.

Tags: AFIP, credit reports, F&I manager, F&I professional, fraud, identity theft, Regulations

July 2003, F&I and Showroom - 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

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Blog

So Here's the Deal

Ronald J. Reahard
Help! My Dealership Is Packing Payments

By Ronald J. Reahard
Top trainer comes to the rescue of an F&I manager who fears an antiquated, discredited, and deceptive sales tactic has taken root at his store.

Sharing the Profit

By Ronald J. Reahard
After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

Menus Don’t Work Miracles

By Ronald J. Reahard

Avoiding the AAA Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Red Flags Alert

By Gregory Arroyo
The editor believes recent regulatory activity should serve as a warning to dealers who haven’t dusted off their Red Flags compliance programs in the years since the rule took effect.

GAP Suffers Another Setback

By Gregory Arroyo
The editor reveals the truth behind an NPR report critical of the industry’s efforts to undo the Military Lending Act guidance that put the brakes on GAP sales.

Car Buyers Need F&I

By Gregory Arroyo

Protecting F&I’s Future

By Gregory Arroyo

Mad Marv

Marv Eleazer
Readers Are Leaders

By Marv Eleazer
Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.

Comply Like Nobody’s Watching

By Marv Eleazer
His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

'We Never Buy This Stuff'

By Marv Eleazer

Stop Painting Dealers With a Broad Brush

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler

The New Stooges

By Jim Ziegler