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July 2018, F&I and Showroom - Feature

Moving F&I Online

By Cheryl Miller

Dealer software expert makes the case for following your customers online and adopting a fully digital transaction.

Tags: auto finance, Dealertrack, digital retailing, F&I manager, F&I process, online F&I, software, technology

May 2018, F&I and Showroom - Feature

Menu Selling Reloaded

Photo courtesy of iStock. 

By Rick McCormick

F&I trainer believes new technology and expert salesmanship can combine to create an efficient and productive menu-selling process.

Tags: F&I menu, F&I Menu Presentation, technology, Tips

March 2018, F&I and Showroom - Feature

7 Reasons to Embrace Mobile F&I

By Alan Campbell

Car buyers no longer rely on the dealership as their sole source of information about F&I products. Trainer offers seven reasons forward-thinking dealers are meeting customers in the mobile marketplace.

Tags: digital retailing, F&I manager, F&I menu, F&I training, online F&I, Showroom, tablet menu, technology

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 - 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 - 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

Product Providers Talk F&I Production, What's Driving It, and How Digital May Impact It

Moderated by F&I and Showroom’s Gregory Arroyo, Industry Summit’s ‘From the Boardroom” panel featured Tim Blochowiak of Protective Asset Protection, Greg Oltman of Dent Zone, David Pryor of Safe-Guard Products International, and Matt Trudeau of Dent Wizard. They put the national per-copy average between $1,150 and $1,200, offered their target penetration rates, discussed the popularity of product bundles, and addressed the online F&I push.

By Eric Gandarilla

From what is an acceptable per-copy average to how their companies aim to address the digital divide, four F&I product provider reps offer their take on a host of top-of-mind topics.

Tags: F&I, F&I training, Industry Summit, online F&I, technology

October 2016, F&I and Showroom - Cover Story

Examining the Bricks-to-Clicks Push

Moderated by F&I Administration’s Kumar Kathinokkula, the P&A Leadership Summit’s ‘Presenting F&I Products Online” panel discussion featured (l-r) Matt Nowicki of IAS, The Impact Group’s Mark Thorpe, Cox Automotive’s Brett Pomerantz, Dan Lievrouw of American Guardian, F&I Director Justin Gasman.

By Gregory Arroyo

Tech vendors believe the industry needs to respond to customer dissatisfaction with the F&I process, but not everyone believes moving the process online is the answer.

Tags: Industry Summit, NADA, online F&I, technology

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

July 2016, F&I and Showroom - Feature

Asset Protection

Courtesy of iStock. 

By David Nathanson

Retail expert says the more dealers carve out their place in the Digital Age, the more their proprietary and customer data becomes a legal and financial liability to their dealership.

Tags: Customer Privacy, data, Dealership Systems, technology

April 2016, F&I and Showroom - Cover Story

A New Direction

Pictured are Principle Auto CEO Abigail Kampmann and COO Mark Smith. Nine months after cofounding their four-store dealer group, they took a chance on a new auto-loan equity mining tool and marketing platform called VehicleXchange. It was developed by Dallas-based Pearl Technology Holdings LLC. At BMW of San Antonio, one of the group’s three Texas stores, sales grew 36% in the same year the dealership installed Pearl’s solution. 

By Eric Gandarilla

Principle Auto’s Mark Smith found success after abandoning some of his group’s tried-and-true sales strategies. Now he’s looking to take that change even further.

Tags: Equity Mining, Pearl Technology, Principle Auto, ShowroomXpress, technology, VehicleXchange

March 2016, F&I and Showroom - Feature

Industry Disruption

Photo courtesy of iStock. 

By Dave Robertson

AFIP chief is excited about revolutionary paperless software that could change more than the F&I process.

Tags: AFIP, NADA Convention and Expo, technology

March 2016, F&I and Showroom - Feature

Equip, Train & Adapt

Photo courtesy of iStock. 

By Jim Maxim Jr.

F&I technology expert says dealers and F&I pros who embrace digital solutions will have more success with customers of all ages.

Tags: eMenu, F&I Presentation, NADA Convention and Expo, technology

January 2016, F&I and Showroom - Feature

The Year Ahead: Part Two

In October 2014, the eyes and ears of high-stakes investors around the world turned to the U.S. automotive retail industry when billionaire Warren Buffet and his investment firm, Berkshire Hathaway, agreed to purchase the Van Tuyl Group in a multibillion-dollar deal. Last March, Buffet headlined the 2015 NADA/J.D. Power Automotive Forum when he took part in a special Q&A session.

By David Nathanson

Dealer operations expert concludes his two-part series on planning for 2016 with a discussion of topics relating to technology and data, mergers and acquisitions, and personnel.

Tags: data, DMS, merger and acquisition, personnel, technology

October 2015, F&I and Showroom - Feature

5 Keys to Going Social

By Bruce Rzentkowski

The magazine’s resident retail expert identifies five elements every social media strategy must have to ensure the marketing channel doesn’t become a big waste of time.

Tags: marketing, social media, social media marketing, technology

September 2015, F&I and Showroom - Feature

Rethinking the Showroom Generation Gap

By Scott Bergeron

The magazine’s newest contributor says the relationship between old car dawgs and new-age techies doesn’t have to be tumultuous.

Tags: Generation X, Generation Y, Millenials, sales training, technology

May 2015, F&I and Showroom - Feature

Try Before You Buy

By George Angus

The father of the F&I menu is back, and he has a message for companies claiming to have developed the next big thing for F&I.

Tags: F&I manager, F&I menus, F&I products, technology, training

January 2015, F&I and Showroom - Feature

The D.R.I.I.L. That Kills

By Jim Maxim Jr.

Menu expert says technology can’t solve everything. He breaks down five behaviors that can doom a dealership’s bottom line.

Tags: compliance, F&I manager, F&I products, mobile menu, technology

July 2012, F&I and Showroom - Feature

State Your Purpose

By Mike Esposito

There isn’t a tech tool out there that doesn’t promise to add to the bottom line. But how will adding new technology affect employees?

Tags: DMS, Mike Esposito, technology

June 2012, F&I and Showroom - Feature

5 CRM, Mobile Tools to Consider

By Brian Pasch

Digital tools are getting smarter, faster and easier to use. The magazine’s tech expert breaks down five new tools that could revolutionize the auto retail business.

Tags: AutoAccelerator, Brian Pasch, cDemo, Dealer.com, Dominion Dealer Solutions, NADA Convention and Expo, technology, VinSolutions

September 2011, F&I and Showroom - Feature

E-Contracting’s Missing Link

By Mark Virag

Integration has been one of the obstacles in the way of the industry’s push toward e-contracting. One technology expert says that will no longer be the case going forward, especially for product providers.

Tags: dealership management system, DMS, e-contracting, F&I product provider, F&I products, technology

June 2011, F&I and Showroom - Feature

Dealers Guide to Compliance

The multimillion-dollar settlement against five captive lenders for discriminatory practices early last decade will be fresh in regulators’ minds for years to come. Dealers who demonstrate a willingness and ability to play within the rules will benefit as auto lending continues its comeback.

By Joe Bartolone

Before you select your next compliance software tool, read this primer on connecting technology to your dealership’s compliance processes.

Tags: compliance, Consumer Financial Protection Bureau, e-contracting, electronic document storage, Federal Trade Commission, technology

March 2011, F&I and Showroom - Cover Story

Mobilizing the Dealer Experience

Ash Zaki, COO of Mercedes-Benz of San Francisco, demonstrates MBFS’s new iPad-compatible tools. Behind him is Chip Kirby, an MBFS dealer rep.

By Gregory Arroyo

Mercedes-Benz Financial Services is taking its mobile strategy where no organization has gone before, but officials say the company won’t push its vision of the future on dealers.

Tags: Generation Y, iPad, iPad Business Applications, marketing, Mercedes-Benz, Mercedes-Benz Financial Services, technology

April 2010, F&I and Showroom - Feature

Technology Takes Center Stage

Speaking on legislation that could enact the Consumer Financial Protection Agency, AFSA's Bill Himpler said the new agency might be off the table, but warned that regulators "still want a pound of flesh from the bank industry." As if on cue, Sen. Christopher Dodd (D-Conn.) who is championing finance reform legislation, unveiled a new bill in March that would create a consumer division inside the Federal Reserve, which AFSA opposes.

By Gregory Arroyo

Dealers at the industry's annual get-together said the Internet will set the terms for the market's recovery.

Tags: AFSA, credit unions, dealer, F&I products, Internet, inventory, NADA, parts and service, social media, technology

April 2010, F&I and Showroom - Feature

DMS Arena Heats Up

Symbolizing the heated arms race in the DMS arena, the Reynolds booth sat directly across the aisle from DealerTrack.

By Gregory Arroyo

Companies that went through Reynolds’ integration and certification program say the technology company upheld its promise to integrate third-party software companies, some even saying the debate over data access was more fervor than substance.

Tags: ADP Dealer Services, dealership management system, Dealertrack, IAS, Reynolds & Reynolds, technology

October 2009, F&I and Showroom - Feature

Better Deals Through Technology

By Denny Long

One dealer explains how technology can streamline sales and help you create effective marketing programs.

Tags: technology

May 2009, F&I and Showroom - Cover Story

Downturn Opens Door for Technology

By Gregory Arroyo

Despite the prospect of losing dealer customers, software makers see a silver lining in today’s economic downturn. In fact, some providers believe the recession will be the vehicle to the industry’s digital future.

Tags: ADP Dealer Services, Chrysler Financial Services, dealership management system, Dealertrack, inventory, NADA, RouteOne, technology

March 2004, F&I and Showroom - Feature

Making Your Mark: Technology Offers Everyone an Unfair Advantage

By Editorial Staff

Sometimes you need to really shake things up, and conventional wisdom is just too, uh, conventional. Sure, your bold idea may trigger a chorus of snickers, but playing it safe will never separate you from the pack.

Tags: menu program, technology

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Blog

So Here's the Deal

Ronald J. Reahard
Menus Don’t Work Miracles

By Ronald J. Reahard
A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

Avoiding the AAA Objection

By Ronald J. Reahard
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Car Buyers Need F&I

By Gregory Arroyo
Current market trends are playing right into the F&I product pitch, but they also reveal trouble ahead for the automotive retail industry at large.

Protecting F&I’s Future

By Gregory Arroyo
The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.

Game Almost Over

By Gregory Arroyo

The Repair Is Covered

By Gregory Arroyo

Mad Marv

Marv Eleazer
'We Never Buy This Stuff'

By Marv Eleazer
Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

Stop Painting Dealers With a Broad Brush

By Marv Eleazer
His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

I Love F&I. How About You?

By Marv Eleazer

Is That Legal?

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