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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

April 2016, F&I and Showroom - Feature

In the Driver's Seat

Photo courtesy of iStock. 

By Melinda Zabritski

The auto finance industry broke several records in the fourth quarter of 2015, with loan balances, new-vehicle finance amounts and monthly payments reaching new highs.

Tags: Auto Leases, Auto Loans, new-vehicle sales, Used-Car Sales

March 2016, F&I and Showroom - Feature

Trouble Ahead

The current yield curve is pointing to interest rates rising over the next three to five years. For each 1% rise in interest rates, one would expect around a 4% drop in new-car sales.

By Michael Issa

Auto financial advisor returns to offer his take on what the recent weakness in stock market indices means to the economy, the industry, and dealer profitability.

Tags: new-vehicle sales, Profitability, Stock Market

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

June 2011, F&I and Showroom - Feature

Cloudy Outlook: Market Insiders Offer Their Prediction for 2011

“People thought I was crazy when I began lowering prices on my used cars based on market demand, and that resulted in a 300 percent increase in business.” — Bill Pearson, Finish Line Ford

By Gregory Arroyo

The industry is facing another possible crisis, but nobody seems to be in panic mode just yet.

Tags: new-vehicle market, new-vehicle sales, used vehicles, used-vehicle values, Vehicle Sales

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Blog

So Here's the Deal

Ronald J. Reahard
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
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

(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
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

Who Will Take Up the CFPB's Torch?

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
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

Proper Deal Structure Moves Mountains

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