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July 2016, F&I and Showroom - Feature

High New-Vehicle Prices Drive Auto Finance Industry to New Highs in Q1

Courtesy of iStock. 

By Melinda Zabritski

The industry smashed several records in the first quarter thanks to high new-vehicle prices, but stretching terms and leasing weren’t the only ways consumers sought payment relief.

Tags: Auto Loan Terms, leasing, New Vehicle Prices, Supbrime, used vehicles, Vehicle Sales

May 2016, F&I and Showroom - Feature

Cautious Optimism

The Vehicle Finance Conference's CEO panel featured (l-r) Wells Fargo's Dawn Martin Harp, U.S. Bank's John Hyatt, American Honda Finance Corp.'s David Paul, and Westlake Financial Services' Ian Anderson.

By Jim Henry

Dealers and lender execs expressed optimism about the year ahead at the industry’s annual get-together, but they admit some trends have them concerned.

Tags: AFSA, NADA, remarketing, Stretching Loan Terms, used vehicles

April 2016, F&I and Showroom - Feature

High Mileage, High Demand

Auction buyers clear the way for vehicles moving through the lanes at Manheim Riverside in California. In February, the Manheim Used Vehicle Value Index declined 1.4% from a year ago to 123.3, as wholesale used-vehicle prices fell at their fastest pace in more than three years. But market observers say that’s not necessarily a bad thing, noting that an index reading of 100 would mean used-vehicle prices and supplies have finally returned to normal levels.

By Gregory Arroyo

F&I product providers and agents are keeping a close eye on used-vehicle prices, which they say are trending right into the hands of F&I offices.

Tags: Auto Industry, Trends, used vehicles, Vehicle Sales

November 2015, F&I and Showroom - Feature

6 Tips for F&I Managers

By Ron Reahard

To be an F&I professional, there are six things you need to stop (or start) doing, because whether you like it or not, you’re a role model.

Tags: AFIP, ECOA, F&I manager, F&I products, Fair Credit Reporting Act, Gramm-Leach-Bliley, used vehicles

January 2015, F&I and Showroom - Feature

Multipoint Inspection

By David S. Nathanson

Retail expert breaks down a performance analysis that can gauge whether your used-vehicle department is ready for what promises to be an interesting year for the pre-owned segment.

Tags: certified pre-owned vehicles, used vehicles, Used-Car Sales

April 2012, F&I and Showroom - Feature

Rethinking Leasing

By George Angus

As leasing gears up for another surge, the magazine’s veteran F&I expert offers a historical perspective and a few tips for adding product sales to this transaction type.

Tags: incentives, leasing, used vehicles

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

July 2011, F&I and Showroom - WebXclusive

Bubble Economics: Predicting the Used-Vehicle Correction

By Jennifer Washington

ALG’s Eric Lyman talks to the magazine about the potential pricing bubble looming over the used-vehicle market in this exclusive interview with F&I and Showroom magazine.

Tags: ALG, manufacturer incentives, residual values, trade-in value, used vehicles, used-vehicle values

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

August 2010, F&I and Showroom - Feature

Carfax: Friend or Foe?

Tools like Carfax’s new History Impact tool are fueling today’s haggle-happy customer, but Kelley Blue Book’s James Bell says consumers aren’t unreasonable. In fact, he says most consumers understand that dealers need to make money on a sale if they are to be around to service their vehicle or perform warranty work. All they want, Bell adds, is a fair price, not the lowest price.

By Gregory Arroyo

Dealers aren’t happy about Carfax jumping into the pricing game, but market insiders say the company’s new tool isn’t what’s hurting margins.

Tags: AutoCheck, Carfax, Experian, History Impact Tool, used vehicles, value selling, Vehicle History Reports, Wholesale Pricing

June 2010, F&I and Showroom - Feature

The Rental Effect

By Jim Schalberg

Running an in-dealership rental department isn’t a new concept, but it might be the boost your bottom line needs. Dealer expert lays out the possibilities.

Tags: fixed operations, parts and service, rental operation, used vehicles

June 2010, F&I and Showroom - Feature

6 Signs You're Ready to Rent

By Jon Dahlquist

Starting a new rental operation requires a huge investment. Dealer management expert provides a six-step checklist to consult before you take the leap.

Tags: rental fleet, rental operation, used vehicles

December 2009, F&I and Showroom - Cover Story

Stock Up/Stock Down

Software solutions are quickly taking the guessing game out of inventory management. Tools like the one offered through Resource Automotive's VIP Total Dealership Solutions program can even tell dealers which used vehicles lend themselves to higher F&I profits.

By Gregory Arroyo

Experts believe the volatility the used-vehicle market experienced this year may not be temporary, and say dealers will need a culture change if they hope to succeed in this new environment.

Tags: Cash for Clunkers program, Dealertrack, Edmunds.com, inventory, Kelley Blue Book, NADA Used Car Guide, Resource Automotive, used vehicles, vAuto

September 2009, F&I and Showroom - Feature

A Dealer’s Guide to Compliant Paperwork

By Joe Bartolone

As most dealers know, paperwork can be a friend and foe. Compliance expert provides his guide for correcting 10 of the most common paperwork errors.

Tags: book-out sheets, compliance, Credit Applications, credit reports, Dealer's Guide to Compliant Paperwork, driver's licenses, F&I menus, forms programming, OFAC checks, rebate forms, sales department, used vehicles

August 2009, F&I and Showroom - WebXclusive

Taking the BHPH Plunge

By Rob Hagen

So you’ve decided to give it a go. The first thing you need to do is create a business plan for your new buy-here, pay-here operation. Special finance trainer provides the five things your business plan must have.

Tags: bhph, buy-here, pay-here , Deal Structuring, initial capital, inventory, loan portfolios, used vehicles

April 2009, F&I and Showroom - Cover Story

12 Hot-Button Issues for 2009

By Terrence O'Loughlin and Justina Ly

As state and federal regulators increase their vigilance of finance transactions, dealers will need to be on high alert when it comes to their F&I processes. Former compliance regulator addresses F&I's brave new world of compliance.

Tags: compliance, Fair and Accurate Credit Transactions Act of 2003, FEDERAL REGULATION, Federal Trade Commission, federal usury cap, spot delivery, used vehicles

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Blog

So Here's the Deal

Ronald J. Reahard
Selling High-Mileage VSC Plans

By Ronald J. Reahard
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Selling Warranty Compliance Plans

By Ronald J. Reahard
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Sold But Not Closed

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Love It or Leave It

By Marv Eleazer
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

G.O.Y.A.

By Marv Eleazer

The Little Things

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