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September 2009, F&I and Showroom - Feature

A Dealer’s Guide to Compliant Paperwork

By Joe Bartolone

As most dealers know, paperwork can be a friend and foe. Compliance expert provides his guide for correcting 10 of the most common paperwork errors.

Tags: book-out sheets, compliance, Credit Applications, credit reports, Dealer's Guide to Compliant Paperwork, driver's licenses, F&I menus, forms programming, OFAC checks, rebate forms, sales department, used vehicles

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So Here's the Deal

Ronald J. Reahard
[Video] The Two-Part Objection

By Ronald J. Reahard
An F&I professional from Missouri is having trouble with customers who say they don’t need and can’t afford a service contract. The magazine’s F&I wiz weighs in.

[Video] Overcoming the Warranty Objection

By Ronald J. Reahard
The magazine’s resident F&I wiz tackles a question about how to show the value of a service contract when the customer believes the warranty provides enough coverage.

[Video] Creating Interest

By Ronald J. Reahard

The ‘No Need’ Objection

By Ronald J. Reahard

Stump the Pro

Tony Dupaquier
The Absent Objector

By Tony Dupaquier
The magazine’s objection-handling pro details how he handled a customer who wanted out of the service contract she purchased the day before.

Fixing the F&I Swing

By Tony Dupaquier
The magazine’s objection-handling wiz offers some advice on the best way to transition into the menu presentation.

Determining the Need

By Tony Dupaquier

Improving the F&I Experience

By Tony Dupaquier

Done Deal

Gregory Arroyo
For the Record

By Gregory Arroyo
The editor is forced to make a clarification after getting stung by curious phrasing in the FTC’s press release announcing Operation Ruse Control. He concludes that the agency has F&I in its sights.

GM’s Message to F&I

By Gregory Arroyo
The editor says GM’s decision to reduce terms on its powertrain warranty and visits under its maintenance program is just another reason F&I is here to stay.

Repairing Our Reputation

By Gregory Arroyo

Risk Assessment

By Gregory Arroyo

Mad Marv

Marv Eleazer
First Impressions

By Marv Eleazer
Inspired by all the preparation and care going into the new repair facility at his store, His Madness breaks down the six things he does to ensure his customers get the professional experience they deserve.

Bluetooth Blues

By Marv Eleazer
While His Madness longs for the good old days of push-button radios, recent stats on vehicle dependability have him rooting on OEMs to add more tech.

What Slump?

By Marv Eleazer

Casey’s Mighty Lesson

By Marv Eleazer

On the Point

Jim Ziegler
Showroom Showdown

By Jim Ziegler
Every great Western had a great villain, but Da Man says not every dealership needs a Lee Van Cleef sitting in the finance office.

A Battle Rages

By Jim Ziegler
The war of words between the CFPB and a Congressional Committee this past March conjures up an old Bob Dylan tune for Da Man, who offers his take on what the bureau is really after.

A Dying Breed

By Jim Ziegler

Don’t Fear the Money

By Jim Ziegler

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