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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 2010, F&I and Showroom - Cover Story

The Great Debate

Panelists during the “Building Value in Today’s F&I Presentations” field questions from the audience. The hour-long discussion did feature some debate as to what makes for the ideal menu, but panelists focused more on connectivity and selling features rather than menu design.

By Tariq Kamal

From DMS integration to Excel spreadsheets, our panel debated the key elements of an effective menu presentation and how it can drive profits.

Tags: F&I Conference & Expo, F&I menus

November 2010, F&I and Showroom - Feature

Clicking Into a New Reality

Andrew Koblenz (right), general counsel for the NADA, introduces keynote speaker Stephen Wade, the association’s 2011 chairman.

By Gregory Arroyo

Is it time for change? All three keynoters at the magazine’s annual conference said the industry has no choice, and each offered his views on how it can happen.

Tags: AutoNation, F&I Conference & Expo, JM&A Group, NADA

November 2010, F&I and Showroom - Feature

F&I’s Role in the New Economy

Heather Haynes of JM&A Group said the F&I office should get involved early with every type of buyer.

By Gregory Arroyo and Justina Ly

Is it time for the F&I manager’s role to expand? Industry experts offered their advice for handling the post-recession consumer.

Tags: consumer confidence, F&I Conference & Expo, internet sales, social media

November 2010, F&I and Showroom - Feature

Special Finance Coming Back Slowly

By Editorial Staff

Leading subprime lending executives joined Jim Bass to discuss how they — and their dealers — are navigating the changing special finance landscape.

Tags: F&I Conference & Expo, special finance

November 2010, F&I and Showroom - Feature

Dissecting Financial Reform

The magazine’s Legal columnist answered some questions about the Dodd-Frank legislation — and raised several more of his own — during an hour-long presentation at the F&I Conference and Expo.

By Editorial Staff

The magazine’s Legal columnist answered some questions about the Dodd-Frank legislation — and raised several more of his own — during an hour-long presentation at the F&I Conference and Expo.

Tags: F&I Conference & Expo, financial reform, Michael Benoit

November 2010, F&I and Showroom - Feature

Direct Marketing Takes Center Stage

The direct-to-consumer panel session was moderated by (left to right) VisionMenu’s Ron Martin and included Ristken’s Patrick DeMarco, APCO’s Larry Dorfman, CNA’s Jay Sharpnack, the AFIP’s David Robertson and NAC’s Pete Biscardi.

By Editorial Staff

Industry leaders offered their thoughts on whether direct-to-consumer marketing has a place inside dealerships.

Tags: F&I Conference & Expo, marketing, Service Contracts

May 2010, F&I and Showroom - Feature

The Ball's In Your Court

Executive Editor Gregory Arroyo's baseball, the prize of Operation Foul Ball.

By Gregory Arroyo

The editor is looking for reader feedback, and has a special reward for those who participate. Read on to find out what it is.

Tags: Editorial Page, F&I Conference & Expo, training

November 2009, F&I and Showroom - Cover Story

Driving Toward Recovery

By Gregory Arroyo

With some signs that the worse may be over, talk of a recovery and the possible roadblocks ahead took center stage at the 2009 F&I Conference and Expo.

Tags: F&I Conference & Expo

January 2009, F&I and Showroom - Feature

Shifting Into Survival Mode

By Gregory Arroyo

So it’s official. We’re in a recession and have been since December 2007, according to the National Bureau of Economic Research (NBER).

Tags: CUDL, Editorial Page, F&I Conference & Expo, NADA, recession

November 2008, F&I and Showroom - Feature

Our New Reality

By Gregory Arroyo

I was asked at the magazine’s September F&I Conference and Expo when I thought this mess we’re in would turn around. My response was, “Ask me again this time next year.”

Tags: AmeriCredit, Chrysler Financial Services, CNW, Editorial Page, Experian, F&I Conference & Expo, Ford Credit, GMAC Financial Services, NADA, Nomis Solutions

July 2008, F&I and Showroom - Feature

Bringing the Magazine to Life

By Gregory Arroyo

This year will be my third F&I Conference and Expo. Whenever I talk about the two previous shows, I can’t help but tell the story about how one attendee at the 2006 show raised his hand during a compliance workshop and said, “I’m afraid to go back to my dealership.”

Tags: AFIP, Automotive Dealership Institute, CIRAS, Editorial Page, F&I Conference & Expo, Hudson Cook LLP, Mosaic, Red Flags Rule

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

March 2007, F&I and Showroom - Feature

Roadwork Ahead; Expect Delays

By Gregory Arroyo

With the National Automobile Dealers Association (NADA) Convention only three days away (at press time), it has been a bit of a scramble to get the March issue out the door. Happily, I can say we have one heck of an issue this month, with technology taking center stage.

Tags: Asbury Automotive, Editorial Page, F&I Conference & Expo, Honda, NADA

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

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Blog

So Here's the Deal

Ronald J. Reahard
Help! My Dealership Is Packing Payments

By Ronald J. Reahard
Top trainer comes to the rescue of an F&I manager who fears an antiquated, discredited, and deceptive sales tactic has taken root at his store.

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

Avoiding the AAA Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Red Flags Alert

By Gregory Arroyo
The editor believes recent regulatory activity should serve as a warning to dealers who haven’t dusted off their Red Flags compliance programs in the years since the rule took effect.

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

Protecting F&I’s Future

By Gregory Arroyo

Mad Marv

Marv Eleazer
Readers Are Leaders

By Marv Eleazer
Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.

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

Stop Painting Dealers With a Broad Brush

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