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December 2014, F&I and Showroom - Feature

Predicting the Next Recession

By J. Michael Issa

The industry is five years removed from the Great Recession. Accounting expert says that means the next cycle is looming and offers his take on what that means for dealers.

Tags: economy, impact of the Great Recession, recession

April 2014, F&I and Showroom - Feature

Clouds Part for Auto Finance

By Melinda Zabritski

The unusually cold weather that impacted much of the economy didn’t slow down the auto finance industry, which reached new highs in several critical metrics.

Tags: Auto Loans, Credit Scores, delinquencies, economy, Experian Automotive, Melinda Zabritski, Third Quarter

February 2013, F&I and Showroom - Feature

Taking Over

By Stephanie Forshee

David Westcott is stepping into the 2013 NADA chairman role at an exciting and promising time for the industry.

Tags: 2013, Auto Industry, David Westcott, dealer, economy, Internet, manufacturer, NADA Chairman, outlook, sales, Stephanie Forshee

January 2013, F&I and Showroom - Feature

Westward Expansion

By Paul Chavez

As the industry recovers, California continues to serve as the bellwether state for car sales nationwide.

Tags: Billy Rinker, Brian Maas, California, California New Car Dealers Association, CNCDA, dealer, economy, F&I, NADA, Paul Chavez, Paul Taylor, sales, Volkswagen Santa Monica

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Blog

So Here's the Deal

Ronald J. Reahard
Sharing the Profit

By Ronald J. Reahard
After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

Menus Don’t Work Miracles

By Ronald J. Reahard
A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

Avoiding the AAA Objection

By Ronald J. Reahard

(Video) Capture Missed VSC Sales

By Ronald J. Reahard

Done Deal

Gregory Arroyo
GAP Suffers Another Setback

By Gregory Arroyo
The editor reveals the truth behind an NPR report critical of the industry’s efforts to undo the Military Lending Act guidance that put the brakes on GAP sales.

Car Buyers Need F&I

By Gregory Arroyo
Current market trends are playing right into the F&I product pitch, but they also reveal trouble ahead for the automotive retail industry at large.

Protecting F&I’s Future

By Gregory Arroyo

Game Almost Over

By Gregory Arroyo

Mad Marv

Marv Eleazer
Comply Like Nobody’s Watching

By Marv Eleazer
His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

'We Never Buy This Stuff'

By Marv Eleazer
Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

Stop Painting Dealers With a Broad Brush

By Marv Eleazer

I Love F&I. How About You?

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