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November 2017, F&I and Showroom - Cover Story

F&I Dealer of the Year: Mr. D's Way

Dealer Mike Dunnahoo poses with F&I Manager Jeremy Johnson and longtime F&I Director Jeff Zinsser, who has been with the group for 22 years. Missing is F&I manager Dan Hall, who has been with Star for 11 years. The team averages $1,872 per copy on new and $1,542 on used.

By Gregory Arroyo

When F&I Dealer of the Year Mike Dunnahoo arrived in Abilene, Texas, 18 years ago, he didn’t just take over a dealership, he adopted a community.

Tags: Awards, DOY Winners, EFG Companies, F&I process, GAP, Jeff Zinsser, Mike Dunnahoo, Star Dodge Chrysler Jeep Ram/Hyundai, theft protection, vehicle service contracts

July 2017, F&I and Showroom - WebXclusive

FIDOY Nomination Period Extended to July 21

By Editorial Staff

The magazine has extended the nomination period for its 2017 F&I Dealer of the Year contest to July 21. Dealership employees, general agents, vendors, finance sources, and F&I product providers are encouraged to nominate their stores and dealer clients.

Tags: American Financial & Automotive Services, DOY Pacesetters, DOY Winners, F&I office

November 2016, F&I and Showroom - Cover Story

Leading the Pack

The F&I team at Sam Pack’s Five Star Ford of Lewisville, including F&I Manager Luke Bosco, F&I Director Tom Andrews, and F&I Managers Kyle Clark and Dru Khal, pose with dealer Sam Pack, group CEO Tony Pack, and General Manager Bobby Ward. The team currently averages $2,000 per copy on new and $1,500 on used.

By Gregory Arroyo

Sam Pack’s Five Star Ford of Lewisville capped off a banner year with F&I and Showroom’s F&I Dealer of the Year award.

Tags: DOY Winners, F&I Dealer of the Year, Industry Summit, Sam Pack's Five Star Ford of Lewisville

November 2015, F&I and Showroom - Cover Story

The Torchbearer

Sean Tarbell, vice president, Dawson Grimsley, president, and Stuart Ray, treasurer, are the co-owners of Wichita-Kan.-based Davis-Moore Automotive. Photo courtesy of Squid Ink creativ

By Gregory Arroyo

There’s only one rule employees of Davis-Moore Automotive follow, and it propelled the 60-year-old operation to the magazine’s F&I Dealer of the Year award.

Tags: Awards, dealers, DOY Winners, F&I Dealer of the Year

November 2014, F&I and Showroom - Cover Story

The Vaden Way

Pictured with Jane Vaden Thacher are CEO West Beaver and Sales Director Jeremy Jimenez. Hired the same year Thacher returned to the dealer group in 1994, Beaver says Thacher’s greatest quality as a leader is her ability to empower her people to drive the business forward.

By Gregory Arroyo

Vaden Automotive Group’s F&I operation is on a record-setting pace. But that’s just one of the reasons it earned the magazine’s 2014 F&I Dealer of the Year award.

Tags: DOY Winners, F&I Conference & Expo, F&I Dealer of the Year, F&I department

November 2013, F&I and Showroom - Cover Story

F&I a Team Effort at Serpentini Chevrolet

Under the leadership of Nate Gault, the F&I team at Serpentini Chevrolet of Strongsville is averaging 2.5 products per deal on 300 to 350 units sold per month. The store’s charge-back rate sits below 7 percent.

By Paul Chavez

Strong numbers, a happy, productive staff and investments in the community propelled Serpentini Chevrolet of Strongsville (Ohio) to F&I Dealer of the Year honors.

Tags: CSI, Dealership, DOY Winners, F&I Dealer of the Year, F&I products, F&I training, Vehicle Sales

November 2012, F&I and Showroom - Cover Story

Believe in Nice

Ralp Larson, who joined Dick Hannah Dealerships in 2007 as its F&I director, accepted The Warranty Group-sponsored F&I Dealer of the Year award during Industry Summit 2012.

By Gregory Arroyo

This year’s F&I Dealer of the Year goes to great lengths to stay out of the limelight. But the dealer group was willing to open up to F&I and Showroom about what has turned out to be a banner year for the 63-year-old operation.

Tags: Dick Hannah, Dick Hannah Dealerships, DOY Winners, F&I and Showroom, F&I Dealer of the Year, F&I director, Industry Summit 2012, Jason Hannah, Ralph Larson, The Warranty Group

November 2011, F&I and Showroom - Cover Story

Lithia Motors Inc: Built to Scale

(L-R) Steve Justice, Lithia Motors’ sales and finance operations manager, poses with Gary Richardson, assistant vice president of sales and finance, Bryan DeBoer, president, Scott Hillier, executive vice president of retail operations, Chris Holzshu, CFO, and Mike Fealey, F&I operations.

By Justina Ly

Lithia Motors helps finance managers succeed by providing them with round-the-clock support from a dedicated sales and finance operations team.

Tags: dealer, DOY Winners, F&I Dealer of the Year, F&I Pacesetters, Industry Summit, Industry Summit 2011

October 2010, F&I and Showroom - Cover Story

The Winning Formula

F&I Director Tom Wilson (left) said he was convinced to join Riverside Auto Group after Tim Dagenais (right) told him, “We’re a family company. We put more value in family and in people than we do in profits.”

By Gregory Arroyo

If you’re curious as to how Riverside Auto Group earned this year’s F&I Dealer of the Year award, the late ‘Papa’ Dagenais’ friends and family will be happy to fill you in.

Tags: DOY Winners, F&I Dealer of the Year

March 2009, F&I and Showroom - Feature

Staying in Control

By Kristen Force

There are reasons why The Suburban Collection, the 14th largest dealer group in the nation, has achieved 60 years in the business. Learn how the dealer group has maintained its success.

Tags: compliance, dealer, DOY Winners, Florida, JP Morgan Chase, Michigan, NADA, saturn, Volvo

March 2008, F&I and Showroom - Feature

Get Inside Pro Chrysler Jeep’s March to Victory

By Joan Shim

Leveraging the team’s strengths, refining the sales process and putting people first are what John Schenden’s Pro Chrysler Jeep dealership did to earn the magazine’s 2008 F&I Dealer of the Year award.

Tags: DOY Winners

April 2007, F&I and Showroom - Feature

Dealer of the Year

By Mara Lazdins

Go inside Tuttle-Click Automotive, the magazine's 2007 F&I Dealer of the Year.

Tags: DOY Winners

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Blog

So Here's the Deal

Ronald J. Reahard
[Video] Selling to Short-Term Owners

By Ronald J. Reahard
The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

(Video) 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

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Resolution Needed

By Gregory Arroyo
The editor shares some insider information regarding the industry’s efforts to get the Defense Department to reconsider last month’s interpretive rule regarding the sale of GAP and credit insurance to military consumers.

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

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

Mad Marv

Marv Eleazer
Chargeback Prevention

By Marv Eleazer
How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

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

G.O.Y.A.

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