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May 2018, F&I and Showroom - Feature

Cause for Concern: CEOs Take the AFSA Stage

Fielding question posed by Charlie Vogelheim (left) during the 2018 Vehicle Finance Conference’s CEO panel were (from left) Ravi Raghu, president of Capital One Auto Finance; Rich Morrin, president of Chrysler Capital and auto relationships for Santander Consumer USA Inc.; Rich Hyde, COO of Prestige Financial Services; and Dan Berce, president and CEO GM Financial. (Photo courtesy of AFSA)

By Jim Henry

Executives representing leading auto finance sources gathered at the American Financial Services Association’s 2018 conference to discuss the present and future consequences of inflated lease returns, declining used-car values, and rising interest rates.

Tags: American Financial & Automotive Services, auto finance, Capital One Auto Finance, Chrysler Capital, Fiat Chrysler, General Motors, GM Financial, J.D. Power, Lease, Prestige Financial

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

September 2017, F&I and Showroom - Cover Story

Industry Reacts to GM's Disclosure Policy

By Gregory Arroyo

General Motors dealers who sell non-GM service contracts, parts and accessories must now disclose to their customers that the products are not backed by the automaker. Dealer trade groups believe the OEM’s stated goal of enhanced ‘safety and transparency’ is not the real reason for the new policy.

Tags: aftermarket accessories, compliance, customer disclosures, dealers, F&I managers, General Motors, parts and service, vehicle service contracts

March 2015, F&I and Showroom - Feature

Trading Places

By Gregory Arroyo

Ally Financial and GM Financial are both entering new phases in their evolution, and the moves they’re making were on display at NADA 2015.

Tags: Ally Financial, F&I products, General Motors, GM Financial, leasing, vehicle service contracts

January 2014, F&I and Showroom - Feature

Online Checkout

Dealer Bill Marsh Jr. is one of the roughly 400 General Motors dealers currently using the OEM’s new Shop-Click-Drive program, an online buying option rolled out in November.

By Stephanie Forshee

Though the fate of Tesla’s attempts to break away from the dealer franchise model remains to be seen, there’s one piece of its business model dealers are gradually getting on board with.

Tags: Credit Applications, Elon Musk, General Motors, Internet Shopper, Online Buying, Tesla Motors

March 2010, F&I and Showroom - Feature

Primed for a Comeback

By Jim Bass

With the capital markets on the mend, special finance could be on the comeback trail, that’s if bank regulators and financial services reform don’t get in the way. Insider breaks down the market.

Tags: AmeriCredit, buy-here, pay-here , Chrysler, Credit Acceptance Corp., Experian, General Motors, special finance, subprime

February 2010, F&I and Showroom - Feature

The Gift That Keeps on Giving

By Michael Benoit

Washington is working overtime these days, so expect 2010 to be a bumpy ride on the regulatory front.

Tags: Chrysler, Fair and Accurate Credit Transactions Act of 2003, Federal Reserve, Federal Trade Commission, General Motors, Legal, Michael Benoit, Risk-Based Pricing Rule

January 2010, F&I and Showroom - Cover Story

Rebuilding Floorplan Financing

Aside from floorplanning, access to commercial real-estate loans is also a major need among dealers. It’s one of the reasons why the NADA is working with the SBA to expand its 504 Loan program, which is designed for small businesses requiring “brick and mortar” financing.

By Gregory Arroyo

Despite signs of retail financing beginning to loosen up, dealer financing remains a major concern. It’s one of the reasons why the NADA is stepping up efforts to restart the market.

Tags: Chrysler, floorplan financing, General Motors, NADA, Small Business Administration, TALF

June 2009, F&I and Showroom - Feature

Time to Move On

By Gregory Arroyo

Unsure of where this recession is headed, I can’t blame lawmakers for their involvement, but can we make sure that all sides are heard before we jump to conclusions.

Tags: Chrysler, Editorial Page, General Motors

July 2004, F&I and Showroom - Feature

Dealer Reserve: Making Cents of the Controversy

By Joan Shim

The media, attorneys and consumer advocates are waging war on finance reserve. Arm your dealership to weather the battle unscathed.

Tags: Aftermarket Products, captive finance, Chrysler Financial Services, Ford Credit, General Motors, interest rates, Nissan

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Blog

So Here's the Deal

Ronald J. Reahard
Avoiding the AAA Objection

By Ronald J. Reahard
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard
In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Addressing F&I’s Internet Problem

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Protecting F&I’s Future

By Gregory Arroyo
The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.

Game Almost Over

By Gregory Arroyo
With the CFPB’s controversial guidance officially repealed, the editor delves into what the bureau was really after in its targeting of dealer participation.

The Repair Is Covered

By Gregory Arroyo

Change Is Happening

By Gregory Arroyo

Mad Marv

Marv Eleazer
Stop Painting Dealers With a Broad Brush

By Marv Eleazer
His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

I Love F&I. How About You?

By Marv Eleazer
His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

Is That Legal?

By Marv Eleazer

Overcome Your F&I Weaknesses

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