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May 2018, F&I and Showroom - Cover Story

Transparency Wave Rolling Into F&I

More than 500 exhibitors lined the aisles inside the Las Vegas Convention Center for the National Automobile Dealers Association’s annual convention and exposition, which was held March 22-25. (Photo Courtesy of NADA)

By Gregory Arroyo

Digital retailing invaded the Las Vegas Convention Center in late March for NADA 2018, but its arrival did little to bring clarity to F&I’s cloudy future.

Tags: Carvoy, Cox Automotive, DealerSocket, Dealertrack, Dent Wizard, digital retailing, ELEAD1ONE, online F&I, Protective Asset Protection Division, Reynolds & Reynolds, Roadster

June 2017, F&I and Showroom - Cover Story

The Digital Evangelist

Integrating Dealertrack into Cox Automotive wasn’t Mark O’Neil’s only focus when he was named COO in March 2016. He was also charged with bringing together the company’s four business verticals — Retail Solutions, Inventory Solutions, Media Solution and Financial Solutions — to create what he called ‘One Cox Automotive.’

By Gregory Arroyo

Cox Automotive’s Mark O’Neil talks to the editor about MakeMyDeal’s future, digital retailing, and the fate of the F&I office.

Tags: Cox Automotive, Dealertrack, digital retailing, eMenu, MakeMyDeal, Mark O'Neil, online F&I

August 2015, F&I and Showroom - Feature

The Right Mix

By Ryan Fischer

A manager for a New York-based dealer group explains why the right lender mix is becoming an increasingly blurred variable for dealerships and their F&I offices.

Tags: Auto Lending, Capital One Auto Finance, captive finance, Dealertrack, econtracting, lender strategies

March 2015, F&I and Showroom - Cover Story

Sales at Your Fingertips

By Brittany-Marie Swanson

The explosion in smartphone usage among car shoppers put phone leads ahead of Internet leads at the close of 2014, a trend reflected in the deluge of mobile-ready offerings lining the aisles at NADA 2015.

Tags: apple, Customer Loyalty, Dealertrack, Dent Wizard, DMEautomotive, Edmunds, Edmunds.com, iPad, Mobile Applications, mobile solution, NADA, NADA Convention and Expo, smartphones, VinSolutions

January 2015, F&I and Showroom - Cover Story

Mobile Update

By Brittany-Marie Swanson

The noise has died down since the first tablet-based F&I menu hit the market in early 2011. But for dealerships like Bowling Green Lincoln Auto Sales, the mobile menu has delivered as promised.

Tags: Dealertrack, hybrid manager, Industry Summit, iPad, iTap Menu, iTapMenu, mobile menu, OptionSoft Technologies, Shawn McCool, StoneEagle Group, The Warranty Group

January 2015, F&I and Showroom - Cover Story

Online F&I

During Industry Summit’s “Building the Fully Online Sales Process” session, tech execs and dealer representatives spoke about the solutions connecting online customers to the in-store sales process.

By Brittany-Marie Swanson

It was a tale of two departments at Industry Summit, where dealers, technology execs and F&I trainers discussed the progress made by sales and F&I teams to convert and finance Internet shoppers.

Tags: Allstate Dealer Services, Autobytel, Black Book, Chrysler, Dealertrack, F&I products, Internet Leads, Internet Shopper, RouteOne, Safe-Guard, The Warranty Group

April 2014, F&I and Showroom - Feature

Transforming Automotive Retail

By Gregory Arroyo

Dealertrack’s Raj Sundaram says the industry is in the midst of major change. He believes the company’s acquisition of Dealer.com puts the firm in the perfect position to respond.

Tags: Acquisition, Dealer Websites, Dealer.com, Dealertrack, digital marketing

March 2014, F&I and Showroom - Feature

Full Speed Ahead

By Brittany-Marie Swanson

Compliance was top of mind at the 2014 NADA Convention & Expo, with product vendors showing the way to a faster, more transparent process in the F&I office and throughout the sales process.

Tags: ADP Dealer Services, Compli, DealerCentric, Dealertrack, Equifax, NADA Convention and Expo, National Automobile Dealers Association

January 2014, F&I and Showroom - Cover Story

Optimized for Mobile

By Brittany-Marie Swanson

The F&I director at Mercedes-Benz of Coral Gables says profit per retail unit increased 16% when his dealership switched from paper to an iPad-based menu. Profits have stayed strong ever since.

Tags: Dealertrack, eMenu, F&I products, F&I profits, iPad, iPad Menu, Mercedes-Benz, Mercedes-Benz Financial Services

November 2013, F&I and Showroom - Feature

Driving Tech Into F&I

By Brittany-Marie Swanson

Executives from five technology companies say it will take the efforts of those on the front lines to get the F&I office up to speed.

Tags: Dealertrack, electronic signatures, eMenu, F&I menus, IAS, Industry Summit, Jim Maxim, Jr., Marv Eleazer, Matt Nowicki, MaximTrak, The Impact Group, Tom Wilson

April 2013, F&I and Showroom - Feature

To Catch a Customer

The NADA’s leadership takes a tour of the show floor at the association’s annual convention.

By Gregory Arroyo

Optimists at the NADA and the AFSA conferences believe the industry is primed to sell a million more vehicles this year than in 2012. But as one dealer rep said, it’s going to take a unified effort to make that prediction a reality.

Tags: Allstate Dealer Services, Ally Financial, Dealertrack, Equifax, Gregory Arroyo, LoJack, NADA Convention and Expo

March 2012, F&I and Showroom - Cover Story

Updating F&I

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

October 2011, F&I and Showroom - Feature

Mobile Tools Migrating Into Sales and F&I Processes

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

January 2011, F&I and Showroom - Feature

First Line of Defense

By Gregory Arroyo

Karina Grile worked overtime to get Voss Auto Network’s stores in line with the industry’s newest rule — one that experts say could be a blessing in disguise.

Tags: compliance, CoreLogic Credco, Dealertrack, Federal Trade Commission, Red Flags Rule, Reynolds & Reynolds, RouteOne, Voss Auto Network, Wolters Kluwer Financial Services

December 2010, F&I and Showroom - Feature

The Exception is the Rule

By Michael A. Benoit

F&I’s legal wiz serves up a nice reminder of two federal rules coming down the pike in January. Are you ready?

Tags: compliance, Dealertrack, Fair and Accurate Credit Transactions Act of 2003, FEDERAL REGULATION, Federal Trade Commission, RouteOne

April 2010, F&I and Showroom - Feature

DMS Arena Heats Up

Symbolizing the heated arms race in the DMS arena, the Reynolds booth sat directly across the aisle from DealerTrack.

By Gregory Arroyo

Companies that went through Reynolds’ integration and certification program say the technology company upheld its promise to integrate third-party software companies, some even saying the debate over data access was more fervor than substance.

Tags: ADP Dealer Services, dealership management system, Dealertrack, IAS, Reynolds & Reynolds, 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

December 2009, F&I and Showroom - 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

December 2009, F&I and Showroom - Cover Story

Stock Up/Stock Down

Software solutions are quickly taking the guessing game out of inventory management. Tools like the one offered through Resource Automotive's VIP Total Dealership Solutions program can even tell dealers which used vehicles lend themselves to higher F&I profits.

By Gregory Arroyo

Experts believe the volatility the used-vehicle market experienced this year may not be temporary, and say dealers will need a culture change if they hope to succeed in this new environment.

Tags: Cash for Clunkers program, Dealertrack, Edmunds.com, inventory, Kelley Blue Book, NADA Used Car Guide, Resource Automotive, used vehicles, vAuto

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

September 2009, F&I and Showroom - Feature

Shifting Out of Survival Mode

By Gregory Arroyo

The industry shows signs of improvement in July and August, with AmeriCredit reporting a 4Q profit and DealerTrack increasing its number of active finance sources.

Tags: AmeriCredit, Dealertrack, Editorial Page, Experian, Ford Credit

May 2009, F&I and Showroom - Cover Story

Downturn Opens Door for Technology

By Gregory Arroyo

Despite the prospect of losing dealer customers, software makers see a silver lining in today’s economic downturn. In fact, some providers believe the recession will be the vehicle to the industry’s digital future.

Tags: ADP Dealer Services, Chrysler Financial Services, dealership management system, Dealertrack, inventory, NADA, RouteOne, technology

May 2009, F&I and Showroom - Feature

4 Keys to Inventory Management

Use a four-part plan to help you manage your used-vehicle inventory.

By Tim Zierden

Tim Zierden, general manager of inventory management solutions at DealerTrack, shares how a dealership can improve its inventory management.

Tags: Dealertrack, inventory

March 2009, F&I and Showroom - Cover Story

Future Hinges on Credit Availability

By Gregory Arroyo

Dealers and industry executives address questions about the future of the auto industry and the U.S. economy at the 2009 NADA Convention and Expo.

Tags: banks, BB&T, Chase, Chrysler Financial Services, CUDL, dealer, Dealertrack, GMAC Financial Services, JP Morgan, NADA, PNC, SunTrust

February 2009, F&I and Showroom - 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

February 2009, F&I and Showroom - Feature

Testimonials

By Read what's being said about F&I Software

Read what's being said about F&I Software

Tags: dealer, Dealertrack, Market Scan, software

December 2007, F&I and Showroom - Feature

Keeping the Matrix Tax Free

By Gregory Arroyo

When people talk about the Internet these days, they say things like, “It’s leveling the playing field.” And just last month I talked about how a dealer used the Internet to verify a customer’s Social Security Number. What’s amazing to me is that not everyone was so hip to the Internet earlier this decade.

Tags: Dealertrack, Editorial Page, F&I Conference & Expo, Fair and Accurate Credit Transactions Act of 2003, Red Flags Rule

November 2007, F&I and Showroom - Feature

31 Reasons to be Worried

By Gregory Arroyo

A post made on Oct. 2 on the magazine’s F&I Forum made me think, “What a great story of a dealer doing it right.” But that was before I talked to Mark O’Neil, CEO of DealerTrack, about something he discussed during his keynote address at the magazine’s September F&I Conference and Expo.

Tags: Dealertrack, Editorial Page, F&I Conference & Expo, Fair and Accurate Credit Transactions Act of 2003, Federal Trade Commission, Red Flags Rule

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

May 2005, F&I and Showroom - Feature

Part 10: Follow Up on Missed Sales

By Jan Kelly

Just because customers decline a product or service at the time of purchase doesn't mean they won't reconsider if asked again.

Tags: Dealertrack, Lender, Sales Tactics, Tips for Success

July 2004, F&I and Showroom - Feature

The Special Finance Divide

By Keith Tuber

The high volume of credit turndowns has created a chasm between dealers and lenders, but both sides are taking steps to bridge the gap.

Tags: Bar None, Dealertrack, DriveTime, subprime

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Blog

So Here's the Deal

Ronald J. Reahard
The Dealer Moved My Goal Posts

By Ronald J. Reahard
Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

Addressing F&I’s Internet Problem

By Ronald J. Reahard
A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and then show up with a bank check?

(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard

Done Deal

Gregory Arroyo
The Repair Is Covered

By Gregory Arroyo
The editor opens up about his first service-contract claim, which resulted in a covered and repaired vehicle as well as a few lessons.

Change Is Happening

By Gregory Arroyo
Saddened by the potential loss of another piece of his childhood, the editor tries to put the pieces together when he realizes there’s a good lesson to be learned in a toy retailer’s likely demise.

Who Will Take Up the CFPB's Torch?

By Gregory Arroyo

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo

Mad Marv

Marv Eleazer
Is That Legal?

By Marv Eleazer
Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

Overcome Your F&I Weaknesses

By Marv Eleazer
His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

Proper Deal Structure Moves Mountains

By Marv Eleazer

Show Us Some Love

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