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November 2017, F&I and Showroom - Cover Story

F&I Dealer of the Year: Mr. D's Way

Dealer Mike Dunnahoo poses with F&I Manager Jeremy Johnson and longtime F&I Director Jeff Zinsser, who has been with the group for 22 years. Missing is F&I manager Dan Hall, who has been with Star for 11 years. The team averages $1,872 per copy on new and $1,542 on used.

By Gregory Arroyo

When F&I Dealer of the Year Mike Dunnahoo arrived in Abilene, Texas, 18 years ago, he didn’t just take over a dealership, he adopted a community.

Tags: Awards, DOY Winners, EFG Companies, F&I process, GAP, Jeff Zinsser, Mike Dunnahoo, Star Dodge Chrysler Jeep Ram/Hyundai, theft protection, vehicle service contracts

October 2017, F&I and Showroom - Cover Story

Bridging the Digital GAP

By Scott Hendriks and Vincent Weir

Once the king of the car-buying process, dealers are under attack in today’s Digital Age. Industry insiders believe auto finance sources hold the key to restoring order.

Tags: auto finance, digital marketing, digital retailing, direct lending, Indirect Lending, online F&I

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

July 2017, F&I and Showroom - Feature

Kinks Will Be Kinks

By Gil Van Over

Electronic processes won’t cure the ‘kinks’ who flout the rules and regulations governing F&I, but they will make their bad behavior easier to track.

Tags: auto finance, compliance, Credit Applications, desk managers, desking, Gil Van Over, payment packing

July 2017, F&I and Showroom - Feature

A Wolf In Sheep’s Clothing

By Thomas B. Hudson, Esq.

The magazine’s legal wiz reminds dealers and F&I pros why it’s wise to assume every customer knows the bad compliance practices you should have outlawed years ago.

Tags: compliance, F&I manager, GAP, payment packing, Regulations

July 2017, F&I and Showroom - WebXclusive

FIDOY Nomination Period Extended to July 21

By Editorial Staff

The magazine has extended the nomination period for its 2017 F&I Dealer of the Year contest to July 21. Dealership employees, general agents, vendors, finance sources, and F&I product providers are encouraged to nominate their stores and dealer clients.

Tags: American Financial & Automotive Services, DOY Pacesetters, DOY Winners, F&I office

June 2017, F&I and Showroom - Cover Story

The Digital Evangelist

Integrating Dealertrack into Cox Automotive wasn’t Mark O’Neil’s only focus when he was named COO in March 2016. He was also charged with bringing together the company’s four business verticals — Retail Solutions, Inventory Solutions, Media Solution and Financial Solutions — to create what he called ‘One Cox Automotive.’

By Gregory Arroyo

Cox Automotive’s Mark O’Neil talks to the editor about MakeMyDeal’s future, digital retailing, and the fate of the F&I office.

Tags: Cox Automotive, Dealertrack, digital retailing, eMenu, MakeMyDeal, Mark O'Neil, online F&I

January 2017, F&I and Showroom - Feature

Naïve, Sloppy or Kinky?

By Gil Van Over

There isn’t much the magazine’s compliance pro hasn’t seen. In fact, he’s got a category for every type of issue he’s come across in his more than 15 years auditing deal jackets.

Tags: compliance, F&I, Truth in Lending Act

January 2017, F&I and Showroom - Feature

Ready, Fire, Aim!

By Jim Maxim Jr.

Dealer software expert makes the case for switching to an electronic menu and reaping the rewards of a swift, productive and compliant F&I process.

Tags: eMenu, F&I, technology, training

January 2017, F&I and Showroom - Feature

Addressing the Overtime Rule Delay

Courtesy of iStock. 

By Dave Druzynski

The new overtime rule is on hold. Now what? Human resources expert unpacks the big decision dealers have to make this month.

Tags: Department of Labor, Fair Labor Standards Act, Overtime

January 2017, F&I and Showroom - Feature

Stop Abusing Bank Reps

Courtesy of iStock. 

By Shaka Dyson

F&I trainer recommends changing the way you treat your auto finance partners before your production — and your professional reputation — suffers.

Tags: Bank Reps, Dealership, F&I managers, management, Relationships

January 2017, F&I and Showroom - Feature

Balancing Act

By Melinda Zabritski

We hate to burst your bubble, but there is no bubble to burst. Auto finance expert breaks down the third-quarter results.

Tags: Bubble, credit unions, Delinquencies, Financing, subprime

January 2017, F&I and Showroom - Feature

Relationships Matter Again

Courtesy of iStock. 

By Jim Houston

With the sales pace slowing, auto finance insider believes dealer relationship management will be a top priority for finance sources in 2017.

Tags: auto finance, Dealer Relationship Management, J.D. Power

January 2017, F&I and Showroom - Cover Story

There's an App for That

The executive team for AutoGravity includes CTO Martin Prescher, CEO Andreas Hinrichs, COO Nicholas Stellman, and COO Serge Vartanov.

By Eric Gandarilla

AutoGravity’s Andreas Hinrichs believes his mobile financing app can serve as the ‘digital glue’ between dealers and finance sources, delivering ready-to-buy consumers to dealer showrooms.

Tags: F&I technology, Fletcher Jones, Mobile Applications, technology, Vehicle Financing

December 2016, F&I and Showroom - Feature

Busting the Technology Myth

By Nick Sennett

Income development expert says it’s not millennials who are behind the current push to digitize the F&I experience. He makes a case for keeping an open mind when it comes to the latest advancements.

Tags: Dealership Process, F&I, F&I technology, Millennial, technology

December 2016, F&I and Showroom - Feature

Disarming Silent Saboteurs

By Tom McQueen

Unmotivated and aggrieved employees can undermine your leadership and kill your profits. Operations expert offers a comprehensive plan for preventing the next act of dealership sabotage.

Tags: Dealership, management, Sabotage

December 2016, F&I and Showroom - Feature

Amazon: Friend or Foe?

Amazon launched Amazon Vehicles in late August, billing its new portal as a “car research destination and automotive community” for car shoppers to view vehicle specs, images, videos and customer reviews for thousands of vehicles. Observers believe the e-tailer’s new research tools function much like Autotrader and Cars.com — minus the lead portion of their services.

By Stephanie Forshee

Amazon now offers consumers a vehicle research tool and a parts store. Are car sales next on the e-tail giant’s agenda?

Tags: Amazon.com, digital marketing, Online Buying, Online Marketplace

December 2016, F&I and Showroom - Cover Story

Hold Your Head High

Incoming NADA Chairman Mark Scarpelli is a second-generation dealer. He serves as president of Raymond Chevrolet in Antioch, Ill., and co-owners, with his brother Ray Scarpelli, of Ray Chevrolet and Ray Chrysler Jeep Ram Dodge in nearby Fox Lake. Before joining the family business, Scarpelli attended Northwood University in Midland, Mich., and served as a district manager of sales for General Motors.

By Tariq Kamal

F&I talks shop, politics and pride with Mark Scarpelli, president of Raymond Chevrolet and Raymond Kia, and NADA’s 2017 chairman.

Tags: Anniversary, NADA, NADA Chairman, NADA Convention and Expo

December 2016, F&I and Showroom - Feature

4 Compliance Predictions for 2017

By Gil Van Over

The magazine’s compliance pro dusts off his crystal ball to offer a few predictions for 2017. If he’s correct, F&I offices could be in for a challenging year.

Tags: CFPB, compliance, Negative Equity, subprime

December 2016, F&I and Showroom - Feature

Defining the Dark Side

By Gil Van Over

There’s one way to keep federal regulators, plaintiffs’ attorneys, attorneys general and the media at bay. Read on to find out what it is.

Tags: CFPB, Dodd-Frank Act, F&I, FTC, Regulators

December 2016, F&I and Showroom - Feature

Is the Dragon Dead?

By Tom Hudson

The magazine’s legal eagle believes the CFPB is more annoyed than wounded by the federal appellate court’s ruling that its single-director structure is unconstitutional.

Tags: CFPB, Court Decision, Finance, Regulations

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

December 2016, F&I and Showroom - Feature

Ditch the Interview

By Ryan Fischer

F&I pro makes a case for ditching the F&I interview. He says a quick discussion with the salesperson and a look at the customer’s credit report and trade appraisal will tell you all you need to know.

Tags: Customer Interview, F&I, Sales Process, training

December 2016, F&I and Showroom - Feature

Selling Solutions, Not Products

By Rick McCormick

Great F&I professionals don’t jump to conclusions, and they don’t try to solve problems for customers. Instead, they solve problems with customers. F&I trainer explains how.

Tags: Dealership, F&I, training

December 2016, F&I and Showroom - Cover Story

Drive Motors Aims to Break Silicon Valley Mold

Photos by Terence Bordon.

By Eric Gandarilla

Drive Motors’ Aaron Krane is attempting to succeed where other Silicon Valley startups have failed: changing the car-buying experience without disrupting dealer profitability.

Tags: Dealership Systems, Drive Motors, Online Buying, online F&I, technology

November 2016, F&I and Showroom - Feature

Compliance Summit 2016

By Editorial Staff

Dealers, agents and industry professionals gathered inside Paris Las Vegas for Industry Summit 2016, which added compliance certification to its list of offerings.

Tags: Automotive Compliance Education, Compliance Summit, Industry Summit

November 2016, F&I and Showroom - Feature

Formalized and Documented

By Gil Van Over

The magazine's compliance pro believes the FTC may soon take a page out of the CFPB's playbook when it comes to regulating dealers. He explains how dealers can get prepared.

Tags: CFPB, compliance, F&I, FTC

November 2016, F&I and Showroom - Cover Story

Leading the Pack

The F&I team at Sam Pack’s Five Star Ford of Lewisville, including F&I Manager Luke Bosco, F&I Director Tom Andrews, and F&I Managers Kyle Clark and Dru Khal, pose with dealer Sam Pack, group CEO Tony Pack, and General Manager Bobby Ward. The team currently averages $2,000 per copy on new and $1,500 on used.

By Gregory Arroyo

Sam Pack’s Five Star Ford of Lewisville capped off a banner year with F&I and Showroom’s F&I Dealer of the Year award.

Tags: DOY Winners, F&I Dealer of the Year, Industry Summit, Sam Pack's Five Star Ford of Lewisville

September 2016, F&I and Showroom - Feature

Debating F&I's Future

Think Tank was the ninth and final session of the magazine’s F&I Think Tank, a one-day event that took place this past May in Tampa, Fla. Moderated by American Guardian’s Bob Harkins, the panel featured (l-r) ‘Mad’ Marv Eleazer of Langdale Ford Co., Luis Garcia of Avid Insurance, and attorney and former F&I manager Eric Judson.

By Tariq Kamal

This past May, top producers and thought leaders took part in a no-holds-barred debate over how the industry must change to meet the needs and expectations of today’s car buyers.

Tags: compliance, Ethical F&I Managers, F&I process

September 2016, F&I and Showroom - Cover Story

Setting the Pace

By Gregory Arroyo

This year’s field of F&I Pacesetters consists of operations from California, Illinois, Texas, and Wisconsin. Each boasts active management teams, pay plans that balance performance with customer satisfaction, and multilayered compliance processes.

Tags: DOY Pacesetters, F&I Dealer of the Year, F&I Pacesetters

August 2016, F&I and Showroom - Feature

Protecting Your Dealership Through Proper Screening

By Eric Judson

A New York dealer is in hot water after hiring an F&I professional four months after he was indicted for defrauding customers at another dealership.

Tags: Crime, Dealership, Employee Screening, F&I

August 2016, F&I and Showroom - Feature

Tearing Down Dealership Silos

Courtesy of iStock. 

By Tom McQueen

Retail expert says dealerships are fertile grounds for the morale-killing, business-destroying silo mentality. He offers four recommendations for righting the ship.

Tags: Communication, Dealership, Operations, Silos

August 2016, F&I and Showroom - Feature

3 Steps to Selling Road Hazard Protection

AAA’s 2016 “Your Driving Costs” report showed that the annual cost to own and operate a vehicle in the United States fell to a six-year low thanks to a nearly 25% drop in fuel prices. However, the study also showed that all other costs associated with vehicle ownership are on the rise.

By Dwayne Wiggins & Stuart Brightman

AAA has given F&I managers a $3 billion reason every customer needs to drive off the lot with road hazard protection. Two F&I pros lay out a process for doing just that.

Tags: Driving Costs, F&I products, Potholes, Study

August 2016, F&I and Showroom - Feature

2 Ways to Take a Break and Improve Your Sales Numbers in the Process

By Rick McCormick

F&I trainer says it’s time for a break. He explains how stepping outside and taking a breath of fresh air will lead to more product sales than you ever thought possible.

Tags: sales, sales training

August 2016, F&I and Showroom - Cover Story

Selling Outside the Box

Posing with two members of his F&I team, Ian Vandenbark was named corporate F&I director of Ohio’s Bernie Moreno Companies this past February. In June, the nearly 20-year industry veteran had the group’s F&I operations averaging $1,222 per copy, up from $897 in January. He did so behind a tablet-driven F&I process that has business managers presenting their menu at the sales desk. 

By Eric Gandarilla

Bernie Moreno’s Ohio dealer group is proving that a little tech and a lot of F&I process know-how do mix. So far, the combo has delivered satisfied customers and a 36% increase in the group’s per-copy average.

Tags: F&I, F&I process, F&I training, technology

November 2015, F&I and Showroom - Cover Story

Sign on the Electronic Line

Hudson Toyota in Madisonville, Ky., is one of the 1,300 or so Toyota, Lexus and Scion dealerships now econtracting with Toyota Financial Services. The captive processed its one millionth electronic contract last October. Today, 75% of the contracts it receives are submitted electronically.

By Gregory Arroyo and Justina Ly

Faster funding has always been a key selling point for dealers when it comes to econtracting. That could change as the industry pushes for a fully online transaction.

Tags: econtracting, iPad, Sonic Automotive, Toyota Financial Services

August 2015, F&I and Showroom - Feature

Price Point

By Brittany-Marie Swanson

The New York attorney general’s crackdown on an F&I product provider and the dealerships that sold its credit repair services comes at a time when federal regulators are expected to tighten the screws on add-on sales.

Tags: Attorney General, CFPB, Consumer Financial Protection Bureau, credit repair, Eric Schneiderman, F&I products, New York, Paragon Honda

August 2015, F&I and Showroom - Feature

Creative License

By Rick McCormick

The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.

Tags: F&I manager, F&I menus, F&I training, Rick McCormick, Word Tracks

August 2015, F&I and Showroom - Cover Story

Trust Issues

By Gregory Arroyo

The breakup between TrueCar and AutoNation stirred up old emotions and accusations, but a former TrueCar exec believes both companies will survive the dustup.

Tags: AFSA Vehicle Finance Conference, AutoNation, Internet Leads, Ken Potter, lead generation, Michael E. Maroone, Scott Painter, TrueCar

April 2015, F&I and Showroom - Feature

5 Steps to Data Security

By David Nathanson

Big data is no longer just an asset; it can also be a liability. Retail expert shares five simple steps to keeping your data safe and preventing your dealership from becoming a statistic.

Tags: compliance, Data, data protection, PERSONAL IDENTIFICATION INFORMATION

April 2015, F&I and Showroom - Feature

Conquering the Curveball

By Rick McCormick

Practicing and studying the pitcher are the keys to hitting baseball’s most unhittable pitch. F&I trainer says the same applies in the F&I office, which has faced quite a few curveballs of late.

Tags: F&I office, training

April 2015, F&I and Showroom - Feature

Ready Steady

By Melinda Zabritski

Auto finance volumes were up in every risk tier in the fourth quarter 2014, suggesting that concerns over the uptick in subprime loans are exaggerated.

Tags: Auto Loans, Delinquencies, Experian, Fourth Quarter, Melinda Zabritski, subprime

August 2014, F&I and Showroom - Feature

F&I Products at Center of Legislative Battles in Four States

Members of the Florida Automobile Dealers Association descend on the state’s capitol for Dealer Day, an event designed to show support for legislation backed by the association.

By Brittany-Marie Swanson

Legislation regulating the influence captive finance sources have on F&I product sales has popped up around the nation this year, but the industry disagrees on what is driving these state-by-state battles.

Tags: Aftermarket Products, CFPB, Consumer Financial Protection Bureau, Florida, legislation, Mississippi, New York

June 2014, F&I and Showroom - Feature

Pay Plans Revisited

By Rick McCormick

Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine’s F&I expert has the answer, a plan that accounts for a new market dynamic.

Tags: BMO Harris Bank, F&I manager, Flat Fees, Payment Plan, product penetration

June 2014, F&I and Showroom - Feature

Attitude Adjustment

By Gerry Gould

Attitude might not be everything, but the magazine’s F&I insider says it can be the determining factor of success in many situations faced by today’s F&I pros.

Tags: employment, F&I manager, Hiring, possitive attitude

May 2013, F&I and Showroom - Feature

4 Realities of F&I

By David Robertson

The man behind the industry’s only sanctioning body for the F&I trade returns to offer his take on today’s regulatory environment.

Tags: AFIP, CFPB, Civil Penalties, Consumer Financial Protection Bureau

July 2009, F&I and Showroom - Feature

Tricks of the Trade

By Gregory Arroyo

So I stirred up a little controversy on the forum recently. I posted a solicitation for strategies to entice lenders to buy a deal. My inquiry was spurred by a recent conversation with a veteran F&I director.

Tags: Auto Loans, Credit Bureaus, debt-to-ratio, desk managers, Editorial Page, F&I manager, Indirect Lending, lender strategies, Price Guides

July 2009, F&I and Showroom - Cover Story

Credit Codes Still a Mystery

By Melinda Zabritski

Not only are lenders staying away from anything subprime, they’re also pushing more consumers toward the used-vehicle market. And with more than $5.7 billion in loans reported 60 days delinquent, Experian Automotive predicts further market volatility.

Tags: average term, Credit Scores, deep subprime, Delinquencies, Experian, Finance, new-vehicle financing, nonprime, prime financing, subprime, used-vehicle financing

July 2009, F&I and Showroom - Feature

Turn Up F&I Profits In a Down Market!

By Ronald J. Reahard

The current market environment will definitely separate the survivors from the victims. F&I expert provides a road map for doing more than just weathering today’s economic storm.

Tags: Credit, Credit Bureaus, F&I process, F&I profit, FICO

July 2009, F&I and Showroom - Feature

Bridging the Finance Gap

By Gregory Arroyo

Service Payment Plan has definitely been busy these days. Listen to what the company’s founder says about the current market, and how his company can help.

Tags: Credit, parts and service, Service Contracts

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Blog

So Here's the Deal

Ronald J. Reahard
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
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard

It's OK to Be Nervous

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo

Connecting the Dots

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer

6 Ways to Deliver Exceptional Service

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