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December 2016, F&I and Showroom - Feature

The Facts of Leasing

Courtesy of iStock. 

By John Stephens

Leasing isn’t slowing down. In fact, it’s spreading to the ­pre-owned market. Dealership expert breaks down the keys to making leasing a viable option for showroom customers.

Tags: EFG Companies, Experian Automotive, F&I, leasing

October 2016, F&I and Showroom - Feature

No Bubbles Here

By Melinda Zabritski

The auto finance industry continued to quell the subprime bubble talk, with finance sources extending credit to five times more superprime car buyers than deep subprime shoppers.

Tags: Experian Automotive, Financing, leasing, Second Quarter

July 2016, F&I and Showroom - Feature

High New-Vehicle Prices Drive Auto Finance Industry to New Highs in Q1

Courtesy of iStock. 

By Melinda Zabritski

The industry smashed several records in the first quarter thanks to high new-vehicle prices, but stretching terms and leasing weren’t the only ways consumers sought payment relief.

Tags: Auto Loan Terms, leasing, New Vehicle Prices, Supbrime, used vehicles, Vehicle Sales

January 2016, F&I and Showroom - Feature

Driving the Metal

Photo courtesy of iStock. 

By Melinda Zabritski

New-vehicle registration volume returned to pre-recession levels in the third quarter thanks to a creative and willing auto finance market.

Tags: Auto Loan Terms, Credit Scores, leasing, New Vehicles, new-vehicle sales, Pricing

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

December 2013, F&I and Showroom - Feature

Leasing: Boom or Doom

By George Angus

The ‘Father of the F&I Menu’ weighs in on leasing’s second-quarter boom. He also lays out six products that need to be on your lease menu.

Tags: dent-and-ding, Experian Automotive, George Angus, leasing, Prepaid Maintenance, Tire and Wheel

October 2013, F&I and Showroom - Feature

Surge Protector: Taking Advantage of the Leasing Surge in F&I

By Rick McCormick

F&I pros need not fear the growing tide of lease customers. Top trainer offers three keys to turning the leasing surge into a boon for the F&I office.

Tags: F&I, Finance, leasing, Rick McCormick, training

August 2013, F&I and Showroom - Feature

Loyalty Driver

By Mike Gorun

Industry veteran says some franchised dealers are realizing 40 percent penetration on PPM plans, and that’s on leases. He explains why those dealers are also realizing great customer retention.

Tags: Customer Retention, leasing, PPM

April 2012, F&I and Showroom - Feature

Rethinking Leasing

By George Angus

As leasing gears up for another surge, the magazine’s veteran F&I expert offers a historical perspective and a few tips for adding product sales to this transaction type.

Tags: incentives, leasing, used vehicles

February 2012, F&I and Showroom - Feature

Return to Normalcy

By Jennifer Washington

The industry shifts its gaze to leasing as the segment realizes gains and prompts dealers to update their processes.

Tags: Ally Financial, Ford, Honda, leasing, new-vehicle leasing, Toyota, vehicle leasing

January 2012, F&I and Showroom - Feature

All Lanes Open

By Melinda Zabritski

The auto finance industry is surging after a third quarter in which all lending segments increased their originations for the high-risk tiers.

Tags: Auto Loans, delinquencies, Experian, Finance, leasing, loan originations, Originations, special finance

July 2011, F&I and Showroom - Feature

A New Lease on Profits

By Rick McCormick

By all accounts, leasing is back, but that doesn’t mean your F&I profits have to suffer. F&I trainer breaks down a process for making leasing a win-win for the finance office and the dealership.

Tags: leasing, new-vehicle leasing, Service Contracts, vehicle leasing

June 2011, F&I and Showroom - Feature

Make the Most From the Leased

By Tom Wilson

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

Tags: F&I Dealer of the Year, F&I menus, leasing, Sales Tactics

May 2011, F&I and Showroom - Feature

Rethinking Leasing

It’s important to make sure the customer knows leasing offers a fixed price purchase option. This structure allows the customer to capture any equity at lease end if the vehicle is worth more than the residual value.

By Randall McCathren

What if there was an F&I product on your menu that could guarantee the trade-in value of your customer’s vehicle? Leasing expert breaks down the fundamentals of this often-overlooked option.

Tags: F&I products, leasing, trade-in value

July 2003, F&I and Showroom - Feature

Leasing in the Wake of Zero Percent Finance

By Karen Dillon

What can be done for prospective buyers who can’t take advantage of the financing incentives?

Tags: APR, Auto Loans, down payment, Finance, leasing

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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