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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

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

June 2014, F&I and Showroom - Cover Story

Feeling the Boom

By Paul Chavez

The oil boom in North Dakota has fueled record sales for Kupper Chevrolet. And thanks to a few minor tweaks, the store’s F&I department has adapted nicely to its cash-flush clientele.

Tags: F&I manager, F&I menus, F&I products, GAP, paint and fabric, Vehicle Sales, vehicle service contracts, windshield protection

November 2013, F&I and Showroom - Cover Story

F&I a Team Effort at Serpentini Chevrolet

Under the leadership of Nate Gault, the F&I team at Serpentini Chevrolet of Strongsville is averaging 2.5 products per deal on 300 to 350 units sold per month. The store’s charge-back rate sits below 7 percent.

By Paul Chavez

Strong numbers, a happy, productive staff and investments in the community propelled Serpentini Chevrolet of Strongsville (Ohio) to F&I Dealer of the Year honors.

Tags: CSI, Dealership, DOY Winners, F&I Dealer of the Year, F&I products, F&I training, Vehicle Sales

July 2013, F&I and Showroom - Cover Story

Training the Hybrid

First Texas Honda began toying with the idea of moving to a combined F&I-and-sales process three years ago after it switched to a one-price sales model.

By Justina Ly

Two dealers in New York and Texas say they weren’t trying to make a statement when they switched to a combined sales-and-F&I process; they just wanted to do right by their customers.

Tags: F&I process, Vehicle Sales

April 2012, F&I and Showroom - Feature

A Driving Force

By Melinda Zabritski

With strong sales driven by low interest rates and on-time payments, 2011 finished with a bang.

Tags: Auto Loans, Experian, interest rates, Vehicle Sales

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

April 2010, F&I and Showroom - Cover Story

Data-Driven Success

Deal Jacket Name: Bill Pearson, co-owner of Finish Line Ford Location: Peoria, Ill. Software Providers: DMS – Reynolds; Menu – Ristken; Inventory – vAuto, Reynolds and Liquid Motors; Desking – Reynolds; Lead Generation – Dealer.com, AutoTrader.com, Cars.com and more; CRM – Dealer.com F&I products: vehicle service contracts, GAP, credit life insurance, roadside hazard protection, tire-and-wheel protection, key replacement

By Justina Ly

Ford dealer talks about how software helped his Peoria, Ill.-based outlet stay out of the red last year, and now has him primed to increase sales by 750 units.

Tags: F&I products, F&I Revenue, inventory, software, Vehicle Sales

March 2010, F&I and Showroom - Feature

Pricing Value in the Internet Age

By Dale Pollack

The Internet has certainly changed how dealers price their used-vehicle inventory, but technology providers are moving quickly to level the playing field.

Tags: inventory, Vehicle Sales

November 2009, F&I and Showroom - Feature

Capitalizing on the Used Market

By Ronald J. Reahard

If you have the right product lineup and selling prices, pre-owned customers will buy F&I products, too. F&I trainer shows you how.

Tags: biweekly, F&I income, pre-owned customers, Vehicle Sales

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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