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December 2017, F&I and Showroom - Feature

Perfect Storm

By Tariq Kamal

Industry Summit’s executive panel convened to discuss and debate the effects of Hurricane Harvey, the status of the used-car and subprime markets, the GM mandate, and the digitization of the F&I process.

Tags: auto finance, digital retailing, Disclosures, GAP, General Motors, guaranteed asset protection, Hurricane Harvey, new-vehicle sales, online F&I, SAAR, Subprime Financing

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 - 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

March 2017, F&I and Showroom - Cover Story

Rising GAP Claims Reveal Troubling Trends

Tony Wanderon

By Gregory Arroyo

GAP rates are on the rise. Insiders say dealers should welcome the increases, adding that the performance of this core F&I product points to a severe slowdown in the next 24 months.

Tags: auto finance, Auto Loan Terms, claims, F&I products, GAP, Great Recession, guaranteed asset protection

December 2015, F&I and Showroom - Feature

GAP Is GAP, Right?

An important consideration when selecting a GAP waiver is how the contract terminates at the time of claim. Administrators have two choices: They can cancel the contract or earn the contract at the time of claim. 

By George Spatt

Too many dealers, F&I managers, agents and even providers think of GAP as a one-size-fits-all product. Product expert explains why that’s not the case.

Tags: ACV, GAP, Settlement

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

October 2013, F&I and Showroom - Cover Story

A New Band: GAP Trends

Blake and C.D. Norberg flank Chris Waggett, F&I manager for Woody Anderson Ford in Huntsville, Ala. Their general agency helped the dealership make the switch to a four-tier GAP pricing model in late 2011.

By Justina Ly

Four-tier GAP programs are gaining traction thanks to current auto finance trends, and dealers who have adopted the pricing structure say they’re leaving less money on the table as a result.

Tags: auto finance, four-tier GAP, GAP, Justina Ly

May 2013, F&I and Showroom - Feature

The Perfect Blend

By George Angus

The ‘Father of the F&I Menu’ offers his thoughts on how many and what type of products should be on your store’s menu.

Tags: F&I menus, F&I products, GAP

June 2012, F&I and Showroom - Cover Story

F&I Unplugged

By Justina Ly

Two Indiana dealers explain why they dropped four-column paper menus in favor of a two-column mobile menu — and how the switch jump-started their product sales.

Tags: Chandler Chevrolet, Cory Mosley, Eastgate Chrysler Dodge Jeep, F&I menu, GAP, iPad, iTap Menu, mobile menu, Monte Summers, paint and fabric, Shawn McCool, SmartPad, Tim Dulaney

November 2011, F&I and Showroom - Feature

Profile: Magazine Goes One-On-One With F&Idol Winner

GP Anderson accepts his trophy and prize money from the magazine’s executive editor, Gregory Arroyo, Industry Summit event manager Adriana Michaels and Bob Corbin, president of IAS.

By Gregory Arroyo

The winner of the inaugural F&Idol contest is a man of many stories. In fact, that’s what endeared him to our judges and the more than 3,000 readers who voted for him.

Tags: FandIdol, GAP, IAS, Industry Summit, Industry Summit 2011, Innovative Aftermarket Systems

October 2011, F&I and Showroom - Feature

Lights, Camera, Action!

By Jennifer Washington

These five individuals were named category winners for having the best on-camera F&I presentations in five categories. Find out what strategies they employ in the F&I office.

Tags: F&I Presentation, FandIdol, GAP, Industry Summit 2011, key replacement, Service Contracts, Tire and Wheel, Vehicle Theft

April 2011, F&I and Showroom - Feature

Turning Objections Into Sales

By Ronald J. Reahard

F&I trainer runs through six objection-handling techniques for selling service contracts and GAP, and offers advice for closing the customers who listen.

Tags: Customer Service, GAP, objection handling, Service Contracts

April 2011, F&I and Showroom - Feature

7 Costs Internet Shoppers Haven’t Calculated

By George Berkholder

Today’s Internet shopper might be better educated, but you can bet there are a couple of cost-of-ownership items they didn’t count on. Veteran F&I manager and trainer runs through F&I’s new message to customers.

Tags: F&I products, GAP, Internet Shopper, key replacement

February 2010, F&I and Showroom - WebXclusive

Protective Talks Credit, F&I Products and GAP’s Improved Stance

By Gregory Arroyo

The magazine goes one-on-one with Brent Griggs, president of Protective’s Asset Protection Division, to discuss a host of topics ― from the F&I product sales and the credit market, to the company’s recent purchase of Prizm. Find out why the company is feeling positive about the coming year.

Tags: ancillary products, Cash for Clunkers program, F&I sales, GAP, Prizm Group, Protective, reinsurance, Service Contracts

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

July 2007, F&I and Showroom - Feature

Creating a Pay Plan That Impacts Sales, Compliance

By Becky Chernek

Ancillary products can generate as much as 60 percent of gross profit. Does your pay plan reflect that? Pay plans should reward for superior and compliant performance, but are you factoring in today’s market trends?

Tags: compliance, GAP, Payment Plan, Service Contracts

July 2005, F&I and Showroom - Feature

Exploding the 8 Myths of F&I

By Ron Martin

Some of the long-held principles of selling F&I products no longer apply, but F&I managers may still believe these are effective techniques.

Tags: credit insurance, F&I menus, GAP, payment packing, Regulation Z

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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