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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

April 2013, F&I and Showroom - Cover Story

Switching Sides

Mylas Copeland is the general manager of Green Toyota Scion Volkswagen Audi in Springfield, Ill.

By Justina Ly

An Illinois dealer took his store’s F&I performance from acceptable to exceptional after making the switch from a paper menu to an electronic version.

Tags: docuPAD, electronic document storage, F&I menu, Justina Ly, Mylas Copeland, Reynolds & Reynolds

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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