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July 2017, F&I and Showroom - Feature

Tracking the Subprime Retreat

By Melinda Zabritski

Finance sources responded to the recent uptick in delinquencies by moving upstream in the first quarter, pushing subprime lending to a 10-year low.

Tags: 30-day delinquency rate, auto finance, Auto Loan Terms, average finance amount, lease, new-vehicle financing, used-vehicle financing

July 2017, F&I and Showroom - Feature

Kinks Will Be Kinks

By Gil Van Over

Electronic processes won’t cure the ‘kinks’ who flout the rules and regulations governing F&I, but they will make their bad behavior easier to track.

Tags: auto finance, compliance, Credit Applications, desk managers, desking, Gil Van Over, payment packing

May 2017, F&I and Showroom - Feature

Credit App Fraud Not a Victimless Crime

By Gil Van Over

Falsifying any of the five key credit determinants on a credit application generates a long list of potential victims inside and outside the dealership.

Tags: auto finance, compliance, Credit Applications, F&I process

April 2017, F&I and Showroom - Feature

5 Tech Tools From NADA 2017

By Gregory Arroyo

There were plenty of new innovations on display in and around NADA 2017. The editor takes you on a tour of five new tech tools aiming to help dealers land more sales and F&I opportunities.

Tags: auto finance, AutoFi, ChannelNet, Darwin Automotive, DealerSocket, desking, digital retailing, digitla marketing, F&I menu, online F&I, WebBuy

April 2017, F&I and Showroom - Feature

Stretched Thin

By Melinda Zabritski

The average household is on the verge of being priced out of the new-vehicle market, Experian’s fourth quarter data shows.

Tags: auto finance, Auto Loan Terms, Delinquencies, Experian Automotive, interest rates

March 2017, F&I and Showroom - Cover Story

Rising GAP Claims Reveal Troubling Trends

Tony Wanderon

By Gregory Arroyo

GAP rates are on the rise. Insiders say dealers should welcome the increases, adding that the performance of this core F&I product points to a severe slowdown in the next 24 months.

Tags: auto finance, Auto Loan Terms, claims, F&I products, GAP, Great Recession, guaranteed asset protection

January 2017, F&I and Showroom - Feature

Relationships Matter Again

Courtesy of iStock. 

By Jim Houston

With the sales pace slowing, auto finance insider believes dealer relationship management will be a top priority for finance sources in 2017.

Tags: auto finance, Dealer Relationship Management, J.D. Power

October 2015, F&I and Showroom - Feature

Staying on Budget

By Melinda Zabritski

Budget-savvy consumers were looking to leasing and longer loan terms during the second quarter, but this focus on savings could end up leading car buyers to the used-car lot.

Tags: auto finance, Auto Loans, budget, Used-Car Sales

October 2013, F&I and Showroom - Cover Story

A New Band: GAP Trends

Blake and C.D. Norberg flank Chris Waggett, F&I manager for Woody Anderson Ford in Huntsville, Ala. Their general agency helped the dealership make the switch to a four-tier GAP pricing model in late 2011.

By Justina Ly

Four-tier GAP programs are gaining traction thanks to current auto finance trends, and dealers who have adopted the pricing structure say they’re leaving less money on the table as a result.

Tags: auto finance, four-tier GAP, GAP, Justina Ly

October 2013, F&I and Showroom - Feature

Kicking into High Gear: Experian Quarterly Update

By Melinda Zabritski

Finance companies are buying deeper, and car buyers are rewarding them with timely payments. Credit expert breaks down the numbers for the second quarter.

Tags: auto finance, Delinquencies, Experian, Financing, loans, Melinda Zabritski

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Blog

So Here's the Deal

Ronald J. Reahard
(Video) Have a Real Conversation

By Ronald J. Reahard
There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Combating CUs

By Ronald J. Reahard
Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.

Trading Rate for Product

By Ronald J. Reahard

(Video) Discussing the Risk-Based Pricing Rule

By Ronald J. Reahard

Done Deal

Gregory Arroyo
See You in Big D

By Gregory Arroyo
The editor offers a breakdown of Industry Summit 2017, which will feature F&I Think Tank, the Special Finance Conference, Compliance Summit, and The Best Training Day Ever.

Don’t Tune Out

By Gregory Arroyo
The editor takes you inside a conference that had digital retailing makers wooing auto finance execs.

Generationally Speaking

By Gregory Arroyo

Credit Crisis or Market Rationalization?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Doing Our Part

By Marv Eleazer
After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

There’s No ‘I’ in Team

By Marv Eleazer
His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

What’s the Rush?

By Marv Eleazer

Debating the Chargeback

By Marv Eleazer

On the Point

Jim Ziegler
Sales Rock Stars Still Exist

By Jim Ziegler
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler
The Alpha Dawg predicts that the latest round of technology disrupters will deliver more missed opportunities than closed deals.

Is Your Quick Lube Driving Away Business?

By Jim Ziegler

Who Shot the Dealer?

By Jim Ziegler