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October 2017, F&I and Showroom - Feature

Subprime Pullback Continues in Q2

By Melinda Zabritski

The auto finance market is a trillion-dollar industry. It’s also very much a prime market, with subprime financing remaining at near-record lows in the second quarter.

Tags: auto finance, average finance amount, banks, captive finance, credit unions, Delinquencies, finance companies, loan amounts

January 2017, F&I and Showroom - Feature

Balancing Act

By Melinda Zabritski

We hate to burst your bubble, but there is no bubble to burst. Auto finance expert breaks down the third-quarter results.

Tags: Bubble, credit unions, Delinquencies, Financing, subprime

May 2011, F&I and Showroom - Cover Story

Checks and Balances

Burch-Heinzig is flanked by sales manager and longtime Anderson veteran Jon Godinez, fleet manager Rich Flores and the newest member of the Anderson finance team, Will Pettaway, who was recently promoted from the sales floor.

By Tariq Kamal

As the finance director and compliance officer for three stores, Charlene Burch-Heinzig has helped keep her group on the road to success.

Tags: compliance, credit unions, dealer, F&I manager, recession

May 2010, F&I and Showroom - Feature

A Prime Opportunity

By George Angus

Credit might not be loosening up as quickly as the industry had hoped, but it is becoming available to the subprime segment. Industry insider provides his take on why that is.

Tags: Credit Scores, credit unions, Finance, subprime

April 2010, F&I and Showroom - 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

January 2010, F&I and Showroom - Feature

Industry Getting Its Second Wind

By Gregory Arroyo

Key indexes point to a rebound, but the road to recovery is a long ways off. Still, there are opportunities to be had.

Tags: CNW, credit unions, Dealertrack, Editorial Page, F&I forum, Federal Reserve

November 2009, F&I and Showroom - Feature

Credit Platforms Revisited

By Gregory Arroyo

Credit platforms revolutionized the F&I industry, connecting dealers to more finance sources than ever before. What’s next for these key F&I tools?

Tags: Credit, Credit Applications, credit unions, Dealertrack, e-contracting, Open Dealer Exchange, Red Flags Rule, RouteOne

August 2009, F&I and Showroom - Feature

10 F&I Landmines to Avoid

By George Angus

F&I veteran gives 10 reasons why you should set aside the old ways of doing business and embrace the new reality facing the industry.

Tags: 10 F&I Landmines, credit unions, F&I process

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Blog

So Here's the Deal

Ronald J. Reahard
Selling High-Mileage VSC Plans

By Ronald J. Reahard
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Selling Warranty Compliance Plans

By Ronald J. Reahard
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Sold But Not Closed

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Love It or Leave It

By Marv Eleazer
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

G.O.Y.A.

By Marv Eleazer

The Little Things

By Marv Eleazer

On the Point

Jim Ziegler
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
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

Is Your Quick Lube Driving Away Business?

By Jim Ziegler