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December 2012, F&I and Showroom - Feature

Measuring F&I Success

George Angus suggests moving to products per retail delivery to measure F&I performance. The metric focuses on product sales and leaves out reserve.

By George Angus

F&I managers love to tout their profit per retail unit, but the “Father of F&I Menus” says there’s a more accurate way to measure performance.

Tags: F&I, F&I measurement, George Angus, profit, PRU, PVR, retail, sales

December 2012, F&I and Showroom - Feature

The Day After Training

By Jason Heard

The reason training fails is because the trainees lack a process to implement what is learned. The magazine’s newest contributor offers a primer for making those instructions stick.

Tags: F&I, Jason Heard, profit, sales, Tips, training

January 2012, F&I and Showroom - Feature

Tracking F&I Performance

By Gregory Arroyo

The magazine’s reader survey reveals that average profit per new vehicle retailed still hovers around $800, and that F&I managers are averaging approximately two products per deal.

Tags: acceptance rate, captive finance, e-contracting, F&I menu, F&I menus, F&I performance, F&I profit, interest rates, product penetration, profit

September 2011, F&I and Showroom - Feature

Beware False Prophets of Profit

By Jim Ziegler

‘Da Man’ says it’s time for dealers to stop believing in the flawed logic that says it’s impossible to make a profit in today’s Internet age.

Tags: down payment, F&I profit, Finance, profit

September 2004, F&I and Showroom - Feature

F&I Pay Plans That Get Results

By Eric Andersen and Keith Tuber

Pay plans that directly promote dealership objectives such as high CSI scores or minimal contracts-in-transit can work wonders toward meeting those goals.

Tags: CSI, F&I manager, Payment Plan, product penetration, profit

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So Here's the Deal

Ronald J. Reahard
(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard
Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never forget.

[Video] Selling to Short-Term Owners

By Ronald J. Reahard

(Video) Selling High-Mileage VSC Plans

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Who Will Take Up the CFPB's Torch?

By Gregory Arroyo
The CFPB’s acting director tells state regulators there will no longer be ‘regulation by enforcement,” but the editor believes there’s a long list of regulators waiting to take up the torch.

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo
Thanks could be in order when the industry gets together for NADA 2018, as the editor hears that a resolution to the Military Lending Act controversy isn’t far off.

Resolution Needed

By Gregory Arroyo

Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo

Mad Marv

Marv Eleazer
Proper Deal Structure Moves Mountains

By Marv Eleazer
His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Show Us Some Love

By Marv Eleazer
His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

Chargeback Prevention

By Marv Eleazer

Your F&I Backup Plan

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