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August 2017, F&I and Showroom - Cover Story

The Connected-Car Opportunity

OnStar now counts 12 million customers globally, nearly half of whom are fleet customers. The service’s mobile app surpassed 1.5 billion interactions in December 2016. General Motors’ Greg Ross said the real innovation is OnStar the device, which establishes a link between a vehicle’s databus and the cellular infrastructure. The vehicle data flowing through that two-way connection is paving the way to future capabilities and services.

By Gregory Arroyo

Two major players in the aftermarket telematics space are attempting to do what others have failed to achieve: carve out a profit opportunity for dealers in today’s connected-car evolution.

Tags: Connected Vehicle, Kahu, LoJack, Spireon, telematics

April 2013, F&I and Showroom - Feature

To Catch a Customer

The NADA’s leadership takes a tour of the show floor at the association’s annual convention.

By Gregory Arroyo

Optimists at the NADA and the AFSA conferences believe the industry is primed to sell a million more vehicles this year than in 2012. But as one dealer rep said, it’s going to take a unified effort to make that prediction a reality.

Tags: Allstate Dealer Services, Ally Financial, Dealertrack, Equifax, Gregory Arroyo, LoJack, NADA Convention and Expo

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Blog

So Here's the Deal

Ronald J. Reahard
Selling Warranty Compliance Plans

By Ronald J. Reahard
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Sold But Not Closed

By Ronald J. Reahard

(Video) Measuring Up

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo
The editor wonders how regulators, including two new mini-CFPBs in Pennsylvania and Maryland, view a consumer advocacy group’s highly critical report on how dealers price F&I protections.

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

What’s Your Take?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Love It or Leave It

By Marv Eleazer
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

G.O.Y.A.

By Marv Eleazer
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

The Little Things

By Marv Eleazer

Industry Summit: It’s Worth the Investment

By Marv Eleazer

On the Point

Jim Ziegler
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
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler