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July 2013, F&I and Showroom - Feature

Check the Stubs

By Greg Goebel

Fraudulent paystubs are a serious threat to your dealership and the trust you’ve built with your finance companies. Special finance guru warns that such incidents are on the rise, and customers aren’t the only guilty parties.

Tags: automotive, dealer, fraud, Greg Goebel, pay stubs, salary, special finance

June 2013, F&I and Showroom - Feature

Capturing the Special Finance lead

By Greg Goebel

Special finance expert explains how he would spend his advertising dollars to attract credit-challenged customers in today’s market.

Tags: Greg Goebel, marketing, special finance, web marketing

March 2012, F&I and Showroom - Feature

As Good As Used

Manheim’s trio of (L-R) Sandy Schwartz, Tom Webb and Joe George was on hand to deliver Webb’s annual used-car report and demonstrate several new, web-oriented auction tools.

By Tariq Kamal

The secondary retail and finance markets didn’t dominate the headlines in 2011, but used cars and subprime lending are key to continued growth in the year ahead.

Tags: Auction Genius, Auto Credit Express, CarFinance Capital, J.D. Power and Associates, Manheim, Originations, special finance, subprime, Used Vehicles, used-vehicle financing, used-vehicle sales, used-vehicle values

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

November 2011, F&I and Showroom - Feature

[Updated] F&I Directors Talk Shop

By Tariq Kamal

The magazine has just posted the uncut version of the ‘Mad’ Marv-led F&I directors’ panel at the magazine’s September conference. Click below to check it out.

Tags: charge-backs, Customer Interview, F&I products, Hiring, Mad Marv, special finance

October 2011, F&I and Showroom - Feature

2Q Analysis: Below-Prime Goes Prime Time

By Melinda Zabritski

In the second quarter, finance sources continued their drive down into the high-risk credit tiers and consumers continued to pay on time. But the magazine’s resident finance insider wonders how long those trends can continue in this month’s review of quarterly auto finance trends.

Tags: Credit, Credit Scores, deep subprime, Delinquencies, Experian, nonprime, special finance, subprime

August 2011, F&I and Showroom - Feature

Character Development

The “Captain Credit” Facebook page has garnered 349 friends since Haddad Dealerships’ finance director, Chris Cochran, launched it in 2008.

By Tariq Kamal

Chris ‘Captain Credit’ Cochran struck gold for Haddad Dealerships with a social media promotion that grew into a standalone special finance department.

Tags: AmeriCredit, dealer, Exeter Finance Corp., F&I manager, Finance, Santander Consumer USA, social media, special finance

August 2011, F&I and Showroom - Feature

Ending the Cycle

By Jim Bass

Things are looking up for the below-prime segment, but our analyst warns that there still may be trouble ahead for the finance companies and dealers who serve that segment.

Tags: AmeriCredit, buy-here, CarFinance Capital, Finance, Flagship Credit Acceptance, GM Financial, NABD, nonprime, pay-here, Prestige Financial, special finance, subprime, Wells Fargo

February 2011, F&I and Showroom - Feature

Go Long!

After first serving as Longmont Ford's new-car sales manager, Greg Alore took the reins of the store's special finance department. The result? Fewer duplicate leads, more sales and more referrals.

By Tariq Kamal

At Longmont Ford, Greg Alore relies on a roster of lenders, lead providers and satisfied customers to help his special finance team rack up hall-of-fame numbers.

Tags: special finance

January 2011, F&I and Showroom - Feature

Direct Mail Mounts a Comeback

By Tariq Kamal

Mailers were the first line item scratched from many dealers’ advertising budgets during the downturn. Marketing ace says it’s time to add them back.

Tags: DealerLink, mailers, special finance

January 2011, F&I and Showroom - Feature

Doors Open for Below-Prime Buyers

By Melinda Zabritski

In the third quarter, subprime originations increased for the first time since the credit crisis. F&I’s auto finance analyst breaks down the results.

Tags: special finance, subprime

December 2010, F&I and Showroom - Feature

It’s Tax Season

By Rob Hagen and Justina Ly

Here’s a short primer to help you take advantage of what could be the best time of year for special finance: tax season.

Tags: marketing, special finance, tax and title fees

December 2010, F&I and Showroom - Feature

The Untapped Market

Phil Long Ford’s Diana Winston currently rolls about 45 special finance deals a month, half of which are for BK customers.

By Gregory Arroyo

The bankruptcy segment is growing by leaps and bounds, and insiders say there’s a group of lenders just waiting to help dealers cash in on this niche market.

Tags: special finance, subprime

November 2010, F&I and Showroom - Feature

Special Finance Coming Back Slowly

By Editorial Staff

Leading subprime lending executives joined Jim Bass to discuss how they — and their dealers — are navigating the changing special finance landscape.

Tags: F&I Conference & Expo, special finance

August 2010, F&I and Showroom - Feature

Charting the Recovery

By Jim Bass

The magazine’s resident finance expert points out the good, the bad and the ugly about the recovery. He then offers his take on what lending sources are really saying these days.

Tags: AmeriCredit, Auto ABS, NAF Association, SEC, special finance, TALF

June 2010, F&I and Showroom - Feature

Subprime’s New Breed

By Rob Hagen

Fallout from the mortgage crisis has created a new breed of subprime customers. They’re not accustomed to the special finance process, but they need financing. Are you prepared to handle them?

Tags: Credit Applications, Credit Bureaus, Credit Scores, special finance

March 2010, F&I and Showroom - Feature

Primed for a Comeback

By Jim Bass

With the capital markets on the mend, special finance could be on the comeback trail, that’s if bank regulators and financial services reform don’t get in the way. Insider breaks down the market.

Tags: AmeriCredit, buy-here, pay-here , Chrysler, Credit Acceptance Corp., Experian, General Motors, special finance, subprime

February 2010, F&I and Showroom - Feature

Handle With Care

By David Johnson

How many times have you been stood up by a special-finance lead? For most dealers, it’s probably too many to count. Leads-handling specialist provides a few techniques for improving your show rate.

Tags: lead management, special finance

December 2009, F&I and Showroom - Feature

Priming the Pump for 2010

By Denny Long

Marketing expert discusses the four keys to realizing a banner year.

Tags: Internet Leads, marketing, special finance

September 2009, F&I and Showroom - Feature

Attracting the Unattractive

By Denny Long

Whether you think so or not, the special finance marketplace is primed for a rebound. The question is, are you ready?

Tags: bankruptcies, marketing, special finance

August 2009, F&I and Showroom - WebXclusive

The Marketing Divide: Special Finance vs. BHPH

By Denny Long

The current environment has created more opportunities to serve credit-challenged customers than you may realize.

Tags: bankruptcies, bhph, Credit Scores, Internet Leads, special finance

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Blog

So Here's the Deal

Ronald J. Reahard
(Video) Have a Real Conversation

By Ronald J. Reahard
There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Combating CUs

By Ronald J. Reahard
Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.

Trading Rate for Product

By Ronald J. Reahard

(Video) Discussing the Risk-Based Pricing Rule

By Ronald J. Reahard

Done Deal

Gregory Arroyo
See You in Big D

By Gregory Arroyo
The editor offers a breakdown of Industry Summit 2017, which will feature F&I Think Tank, the Special Finance Conference, Compliance Summit, and The Best Training Day Ever.

Don’t Tune Out

By Gregory Arroyo
The editor takes you inside a conference that had digital retailing makers wooing auto finance execs.

Generationally Speaking

By Gregory Arroyo

Credit Crisis or Market Rationalization?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Doing Our Part

By Marv Eleazer
After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

There’s No ‘I’ in Team

By Marv Eleazer
His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

What’s the Rush?

By Marv Eleazer

Debating the Chargeback

By Marv Eleazer

On the Point

Jim Ziegler
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
The Alpha Dawg predicts that the latest round of technology disrupters will deliver more missed opportunities than closed deals.

Is Your Quick Lube Driving Away Business?

By Jim Ziegler

Who Shot the Dealer?

By Jim Ziegler