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September 2018, F&I and Showroom - Feature

The Accept/Decline Form Is F&I’s Best Friend

By Joe Porter

F&I pros who don’t include a completed Accept/Decline form in every deal jacket are not only failing to capitalize on a proven sales tool, they’re putting their dealerships at risk.

Tags: accept/decline form, F&I manager, F&I menu, F&I process, F&I products, F&I sales

September 2018, F&I and Showroom - Feature

Give ’Em Gershwin

By Justin Gasman

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

Tags: auto finance, compliance, F&I manager, F&I process, F&I sales, sales, YouTube

August 2018, F&I and Showroom - Feature

Fixing the F&I Time Delay

By Demetrios Lahiri

Self-selection tools can reduce your average turn, accelerate deliveries, and improve F&I production.

Tags: American Financial & Automotive Services, Customer Experience, Darwin Automotive, digital retailing, F&I manager, online F&I, transaction times

July 2018, F&I and Showroom - Feature

F&I’s Need for Nobility

getty images/adventtr

By Lloyd Trushel

With 78% of Americans living paycheck to paycheck, F&I insider says it’s time for F&I producers to change their approach.

Tags: auto affordability, auto finance, compliance, F&I manager, F&I process, home values

July 2018, F&I and Showroom - Feature

Moving F&I Online

By Cheryl Miller

Dealer software expert makes the case for following your customers online and adopting a fully digital transaction.

Tags: auto finance, Dealertrack, digital retailing, F&I manager, F&I process, online F&I, software, technology

May 2018, F&I and Showroom - Feature

Slurs, Cussing, and Misnomers

By Gil Van Over

Master the F&I language by eliminating three groups of inappropriate, inaccurate, and legally explosive words from your vocabulary.

Tags: auto finance, compliance, F&I manager, workplace

May 2018, F&I and Showroom - Feature

To Interview or Not to Interview: That Is the Question

By Dwayne Wiggins

Trainer shares six proven methods for preserving the F&I interview without needlessly annoying your customers.

Tags: Customer Interview, F&I manager, F&I products, F&I sales, F&I training

March 2018, F&I and Showroom - Feature

7 Reasons to Embrace Mobile F&I

By Alan Campbell

Car buyers no longer rely on the dealership as their sole source of information about F&I products. Trainer offers seven reasons forward-thinking dealers are meeting customers in the mobile marketplace.

Tags: digital retailing, F&I manager, F&I menu, F&I training, online F&I, Showroom, tablet menu, technology

March 2018, F&I and Showroom - Feature

Dealer Fines and How to Avoid Them

By Gil Van Over

Compliance guru outlines the simple steps every dealer must take to avoid violations of federal OFAC, Used Car, Red Flags, and IRS standards — and the steep fines that accompany them.

Tags: auto finance, Automotive Compliance Education, compliance, F&I manager, Form 8300, Gil Van Over, IRS, OFAC, Red Flags Rule, Used Car Rule

March 2018, F&I and Showroom - Feature

Finding Greatness in the Box

By Lloyd Trushel

F&I professionals who stop swinging for the fences and focus on base hits stand to gain the confidence of their customers and the per-copy average that comes with it.

Tags: auto finance, F&I manager, F&I menu, F&I production, F&I products, F&I training

January 2018, F&I and Showroom - Feature

Ask the Power Questions

©gettyimages.com/kzenon

By Rick McCormick

The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.

Tags: Customer Interview, F&I manager, F&I process, F&I training, needs-discovery, Rick McCormick

October 2017, F&I and Showroom - Feature

The Past, Present and Shifting Future of F&I

By Lloyd Trushel

Finance teams of the future will be staffed with professionals whose goals align with those of the dealer and whose jobs are supported — not replaced — by new and emerging technology.

Tags: Customer Experience, digital retailing, F&I manager, F&I process, F&I products, online F&I

September 2017, F&I and Showroom - Feature

F&I’s Compliance Driver

By Gil Van Over

An electronic menu can do more than drive the F&I process. Compliance expert offers standards and practices you can use to unlock an emenu’s true potential.

Tags: compliance, desking, digital retailing, F&I manager, F&I process, online F&I

August 2017, F&I and Showroom - Feature

Setting Up the Edesk

By Gil Van Over

Continuing with his noble effort to define the edealership, the magazine’s resident compliance pro explains why the desking process is ripe for digitization.

Tags: auto finance, compliance, desking, digital retailing, F&I manager, online F&I

July 2017, F&I and Showroom - Feature

5 Questions F&I Pros Must Answer Monthly

By Rick McCormick

F&I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance.

Tags: F&I manager, F&I process, F&I products, F&I training, Rick McCormick

July 2017, F&I and Showroom - Feature

A Wolf In Sheep’s Clothing

By Thomas B. Hudson, Esq.

The magazine’s legal wiz reminds dealers and F&I pros why it’s wise to assume every customer knows the bad compliance practices you should have outlawed years ago.

Tags: compliance, F&I manager, GAP, payment packing, Regulations

June 2017, F&I and Showroom - Feature

Beyond the Résumé

By Shaka Dyson

F&I trainer explains why building and refining a professional skillset is more important than building a solid résumé.

Tags: F&I manager, F&I training, hiring, hiring manager, Showroom

June 2017, F&I and Showroom - Feature

When Did ‘Cash’ Become a Four-Letter Word?

By Dwayne Wiggins

F&I trainer shares five proven methods for turning cash customers into F&I product buyers.

Tags: Cash Conversion, F&I manager, F&I menu, F&I products, F&I training

May 2017, F&I and Showroom - Feature

High Mileage, High Potential

Mike Melby, GWC Warranty

By Gregory Arroyo

Things haven’t gone according to script in the used-vehicle market, but GWC Warranty’s Mike Melby believes the profit potential in the high-mileage, pre-owned space remains.

Tags: F&I manager, F&I process, F&I products, GWC Warranty Corporation, high mileage, pre-owned, Used-Vehicle Service Contracts

March 2017, F&I and Showroom - Feature

The Big Difference: Statements vs. Objections

By John Vecchioni

F&I trainer explains why handling statements like objections can put customers on the defensive and cost you the opportunity to illustrate the benefits of protection products.

Tags: F&I manager, F&I process, F&I products, objection handling

February 2017, F&I and Showroom - Feature

Treat Red Flags Like Subprime Stips

By Gil Van Over

Well-meaning F&I managers can unwittingly clear a Red Flag before it is actually cleared. Compliance expert has a simple plan to button up your documentation process.

Tags: compliance, F&I manager, Red Flags Rule, Stips, subprime

February 2017, F&I and Showroom - Feature

State of the F&I Union

By Ryan Fischer

A survey of 159 F&I professionals revealed a number of surprises — and confirmed at least one widely held theory — about compensation and how they feel about their work.

Tags: F&I director, F&I income, F&I manager, F&I products, Pay Plans, PVR, Ryan Fischer

February 2017, F&I and Showroom - Feature

One-Chance Training

By Rick McCormick

Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.

Tags: F&I manager, F&I products, F&I training, Rick McCormick, sales

August 2016, F&I and Showroom - WebXclusive

Certified for the Future

By James S. Ganther, Esq.

The magazine’s compliance pro breaks down Compliance Summit’s new certification component. He explains how it’s designed to address the industry’s true regulator.

Tags: CFPB, compliance, Compliance Summit, F&I manager, FTC, James Ganther

November 2015, F&I and Showroom - Feature

Solving the Pay Plan Dilemma

By George Angus

F&I professionals are outpacing the earnings of their colleagues in the sales department and even at the executive management level, and every attempt to relevel the playing field has its pros and cons.

Tags: F&I manager, Payment Plan, sales

November 2015, F&I and Showroom - Feature

6 Tips for F&I Managers

By Ron Reahard

To be an F&I professional, there are six things you need to stop (or start) doing, because whether you like it or not, you’re a role model.

Tags: AFIP, ECOA, F&I manager, F&I products, Fair Credit Reporting Act, Gramm-Leach-Bliley, used vehicles

November 2015, F&I and Showroom - Feature

R.I.P. Payment Packing

By David Robertson

The AFIP’s executive director says it’s time to say goodbye and good riddance to a relic of F&I’s past. He explains why ‘a little wiggle room’ hurts new-car gross and puts sales at risk.

Tags: AFIP, Association of Finance and Insurance Professionals, CFPB, Consumer Financial Protection Bureau, F&I manager, F&I products, interest rates, payment packing

August 2015, F&I and Showroom - Feature

Creative License

By Rick McCormick

The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.

Tags: F&I manager, F&I menus, F&I training, Rick McCormick, Word Tracks

June 2015, F&I and Showroom - Feature

Excel-erate the Experience

By Gerry Gould

Making customers wait can doom the F&I process before it begins. The magazine’s resident F&I trainer details a time-saving process designed to put customers in a buying mood.

Tags: F&I manager, F&I Presentation, F&I process, Gerry Gould

June 2015, F&I and Showroom - Feature

F&I’s New Mantra

By Rick McCormick

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

Tags: Customer Service, F&I manager, F&I training, Rick McCormick

June 2015, F&I and Showroom - Feature

Becoming a Better Professional

By David Robertson

The AFIP’s executive director says not all goals require a Herculean effort to complete. He lays out a plan for setting and achieving simple, meaningful objectives every 90 days.

Tags: AFIP, David Robertson, F&I manager

May 2015, F&I and Showroom - Feature

Try Before You Buy

By George Angus

The father of the F&I menu is back, and he has a message for companies claiming to have developed the next big thing for F&I.

Tags: F&I manager, F&I menus, F&I products, technology, training

January 2015, F&I and Showroom - Feature

The D.R.I.I.L. That Kills

By Jim Maxim Jr.

Menu expert says technology can’t solve everything. He breaks down five behaviors that can doom a dealership’s bottom line.

Tags: compliance, F&I manager, F&I products, mobile menu, technology

January 2015, F&I and Showroom - Feature

F&I’s Core Principle

By Rick McCormick

F&I trainer says that making the process all about the customer creates a buying environment that no amount of selling can create.

Tags: Customer Service, F&I manager, Rick McCormick

December 2014, F&I and Showroom - Cover Story

Culture Change

Faulkner-Ciocca Ford is located in historic Quakertown, Pa., which is where the Liberty Bell was once hidden from British soldiers during the American Revolutionary War. It was also the location of the anti-tax John Fries’ Rebellion in 1799.

By Paul Chavez

Faulkner-Ciocca Ford is achieving big numbers in its small Pennsylvania borough. The secret to the store’s success is an approach that has torn down the walls between sales and F&I.

Tags: F&I manager, F&I process, training

August 2014, F&I and Showroom - Feature

10.5 Ways to Create Customer Interest

By Rick McCormick

The magazine’s resident F&I pro thinks F&I managers can take a cue from the Duke of Wellington, who once said, ‘Wise people learn when they can. Fools learn when they must.’

Tags: F&I manager, F&I products, Rick McCormick

July 2014, F&I and Showroom - Feature

People, Process, Pay Plans

By John Lovin

Top F&I mind says there are nine components that need to be in every F&I pay plan. Not only do they provide the right motivation, they can be the key to retaining top talent.

Tags: employment, F&I manager, F&I products

June 2014, F&I and Showroom - Feature

Pay Plans Revisited

By Rick McCormick

Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine’s F&I expert has the answer, a plan that accounts for a new market dynamic.

Tags: BMO Harris Bank, F&I manager, Flat Fees, Payment Plan, product penetration

June 2014, F&I and Showroom - Feature

Attitude Adjustment

By Gerry Gould

Attitude might not be everything, but the magazine’s F&I insider says it can be the determining factor of success in many situations faced by today’s F&I pros.

Tags: employment, F&I manager, hiring, possitive attitude

June 2014, F&I and Showroom - Cover Story

Feeling the Boom

By Paul Chavez

The oil boom in North Dakota has fueled record sales for Kupper Chevrolet. And thanks to a few minor tweaks, the store’s F&I department has adapted nicely to its cash-flush clientele.

Tags: F&I manager, F&I menus, F&I products, GAP, paint and fabric, Vehicle Sales, vehicle service contracts, windshield protection

January 2014, F&I and Showroom - Feature

Delivering on F&I’s Promise

By Ronald J. Reahard

After sitting through a few less-than stellar F&I performances, the magazine’s resident F&I pro recalls advice his father once gave him. It was a recommendation every F&I department should take to heart.

Tags: F&I manager, F&I process, F&I products, F&I training, Reahard & Associates

February 2013, F&I and Showroom - Feature

Customer’s Choice

By Rick McCormick

What do successful baseball players, fishermen, restaurateurs and F&I managers have in common? The magazine’s F&I expert has the answer.

Tags: customer, F&I, F&I manager, interview, Menu, Rick McCormick

January 2013, F&I and Showroom - Feature

5 Compliance Checkpoints

By Gil Van Over

The magazine’s resident compliance auditor provides a checklist that will help your store steer clear of state and federal regulators in 2013.

Tags: F&I manager, Federal Trade Commission, Gil Van Over, gvo3 & Associates, OFAC, Red Flags Rule, TILA

November 2012, F&I and Showroom - Feature

People, Process, Profit

By Stephanie Forshee

Attendees of the magazine’s annual conference gathered to hear how six top trainers view the road ahead for the F&I industry. What they heard was a familiar rallying cry.

Tags: Allstate Dealer Services, Bart Carpenter, F&I, F&I manager, GSFSGroup, Heather Haynes, hybrid manager, JM&A Group, John Vecchioni, Peritus Portfolio Services, Peter Chafetz, Peter Velau, Protective Asset Protection Division, Rich Moore, Rod Heasley, Stephanie Forshee, training

August 2012, F&I and Showroom - Feature

Steps to the SpiFi Interview

By Aaron Dalton

F&I managers must decide for themselves whether the customer interview is advisable or expendable, but the magazine’s subprime insider says it’s mandatory for special finance managers.

Tags: Aaron Dalton, Customer Interview, F&I manager, SpiFi

May 2012, F&I and Showroom - Feature

Keys to the Sale

By Gerry Gould

The cost to replace car keys is increasing as the technology embedded in them advances. The magazine’s F&I expert offers this primer for selling key replacement programs.

Tags: F&I manager, F&I menu, F&I office, Gerry Gould, key replacement

February 2012, F&I and Showroom - Cover Story

Head of the Class

Hoy Fox Toyota Finance Director Victor Martin Del Campo poses with Dealer Principal Steve Fox and Finance Managers Ozzy Herrera, Larry Salcedo, Julio Cervantes (Hoy Fox Lexus) and Matthew McCoey.

By Jennifer Washington

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

Tags: F&I department, F&I manager, F&I menus, F&I Presentation, F&I process, F&I products, F&I sales, Finance, GSFSGroup, Gulf States Toyota

December 2011, F&I and Showroom - Feature

Becoming the Ideal F&I Manager

By Gerry Gould

The call for transparency is giving rise to one type of F&I manager and forcing two others into extinction. The magazine’s resident F&I trainer explains.

Tags: F&I manager, Tips for Success, training, UDS

November 2011, F&I and Showroom - Feature

Debating the Hybrid Manager

In the heat of the debate are (L–R): Joe Amendola, Bart Carpenter, Luis Garcia, Ron Reahard, Heather Haynes and Tony Dupaquier. Not pictured: moderator Kevin Jacobs.

By Jennifer Washington

The magazine’s annual conference brought together six of the industry’s top trainers to talk shop, but the age-old battle between sales and F&I dominated the conversation.

Tags: American Finance & Automotive Services, desk managers, F&I department, F&I manager, GSFSGroup, hiring, JM&A Group, Reahard & Associates, Resource Automotive, Safe-Guard, sales department, sales manager, training

October 2011, F&I and Showroom - Feature

Reorganizing the Desk

By Ronald J. Reahard

The desk can be critical to a dealership’s success, but overstepping its boundaries can leave a store vulnerable. The magazine’s F&I pro draws a line in the sand.

Tags: desk managers, F&I department, F&I manager, F&I office

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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