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Done Deal

The CFPB Strikes

The CFPB’s first strike on rate participation came 11 days short of the New Year. Unfortunately, its 13-page complaint leaves many questions unanswered.

January 17, 2014

The CFPB’s first strike on rate participation came 11 days short of the New Year. Unfortunately, its 13-page complaint leaves many questions unanswered.

Tags: Ally Financial, CFPB, Consumer Financial Protection Bureau, discrimination

Author: Gregory Arroyo | Posted @ Friday, January 17, 2014 2:38 PM | » Comments(3)

On the Air

To record or not to record? The editor sifts through yet another debate on whether dealers should video record what happens in the F&I office.

December 23, 2013

To record or not to record? The editor sifts through yet another debate on whether dealers should video record what happens in the F&I office.

Author: Gregory Arroyo | Posted @ Monday, December 23, 2013 11:40 AM | » Comments(0)

Change in Programming

The editor travels to the magazine’s annual conference with news that one of his key insiders landed on the CFPB’s watch list.

November 15, 2013

The editor travels to the magazine’s annual conference with news that one of his key insiders landed on the CFPB’s watch list.

Tags: CFPB, Industry Summit, NADA

Author: Gregory Arroyo | Posted @ Friday, November 15, 2013 11:29 AM | » Comments(1)

Unwind Rewind

October 22, 2013

The editor discovers that his back-page columnist has turned into Dear Abby for 12 disgruntled car buyers and wonders if their complaints could be a marketing opportunity in disguise.

Tags: Car Buyers, Gregory Arroyo, Marv Eleazer, unwinding a deal

Author: Gregory Arroyo | Posted @ Tuesday, October 22, 2013 8:45 AM | » Comments(0)

Walk Before Running

September 26, 2013

The editor is asked what he thinks is the next big technology tool for F&I, but he wonders if a new tool is really what’s needed in the F&I office.

Tags: F&I, Gregory Arroyo, technology

Author: Greg Arroyo | Posted @ Thursday, September 26, 2013 12:29 PM | » Comments(0)

Balancing Act

September 3, 2013

There’s no doubt the CFPB will be the hot topic at this year’s conference. The editor explains how he and the conference’s advisory board balanced this hot-button issue with the show’s F&I training focus.

Author: Gregory Arroyo | Posted @ Tuesday, September 3, 2013 9:01 AM | » Comments(0)

Stick With the Process

August 7, 2013

Between zero percent financing and looming regulatory changes, F&I managers have reason to worry. The editor weighs in with advice he learned in the batting cages.

Tags: CFPB, Consumer Financial Protection Bureau, F&I managers, Regulations

Author: Gregory Arroyo | Posted @ Wednesday, August 7, 2013 11:26 AM | » Comments(3)

Actions Speak Louder

July 16, 2013

The editor wonders if the departure of another director will weaken the CFPB. The latest news indicates the auto finance industry could suffer the most.

Tags: CFPB, Gregory Arroyo, Richard Hackett

Author: Gregory Arroyo | Posted @ Tuesday, July 16, 2013 8:12 AM | » Comments(1)

Beyond the Sale

June 12, 2013

The editor thinks scrutiny from regulators creates a great opportunity for the industry to showcase the true value of the F&I office.

Tags: Done Deal, F&I Idol Contest, F&I Protection, Gregory Arroyo

Author: Gregory Arroyo | Posted @ Wednesday, June 12, 2013 9:38 AM | » Comments(0)

A Change in Station

May 15, 2013

Tired of talking about the CFPB, the editor offers a few thoughts on what he thinks is a great opportunity to better connect with car buyers.

Tags: automotive, CFPB, Done Deal, Gregory Arroyo, infotainment, Pandora

Author: Gregory Arroyo | Posted @ Wednesday, May 15, 2013 1:30 PM | » Comments(1)

Where’s the Transparency?

The editor doesn’t like to be ignored, and he continues to lay into the CFPB for not heeding its own call for transparency.

April 15, 2013

The editor doesn’t like to be ignored, and he continues to lay into the CFPB for not heeding its own call for transparency.

Author: Gregory Arroyo | Posted @ Monday, April 15, 2013 10:59 AM | » Comments(4)

Unified Front

March 20, 2013

Regulators are looking at our business, but the editor doesn’t think we have anything to fear — that’s if we’re ready to become part of the solution.

Tags: AFSA, auto dealer, auto finance, CFPB, FTC, Gregory Arroyo, NADA, Regulators

Author: Gregory Arroyo | Posted @ Wednesday, March 20, 2013 11:54 AM | » Comments(0)

Talk to Me

The editor finds himself in an objection-handling exercise when co-workers reveal their deepest fears about the F&I office.

February 5, 2013

The editor finds himself in an objection-handling exercise when co-workers reveal their deepest fears about the F&I office.

Author: Gregory Arroyo | Posted @ Tuesday, February 5, 2013 1:57 PM | » Comments(2)

Regulators Reach Out

The CFPB has offered its first invitation to the auto finance segment, and the editor has a few thoughts for the agency — if it would just return his calls.

January 18, 2013

The CFPB has offered its first invitation to the auto finance segment, and the editor has a few thoughts for the agency — if it would just return his calls.

Tags: CFPB, F&I process, Gregory Arroyo

Author: Gregory Arroyo | Posted @ Friday, January 18, 2013 10:26 AM | » Comments(1)

Debunking Base Payment Myths

December 7, 2012

The editor searches for the origins of a mythical menu requirement and explains how even nonexistent rules can help promote compliance.

Tags: compliance, Done Deal, F&I, F&I menu, Gregory Arroyo, mobile menu, myth

Author: Gregory Arroyo | Posted @ Friday, December 7, 2012 1:43 PM | » Comments(3)

Paper or Plastic?

November 13, 2012

The editor believes those who rail against the tablet menu are missing the point. He understands and appreciates the concerns raised so far, but he thinks the industry needs to debate something else first.

Tags: Done Deal, F&I, Greg Arroyo, Industry Summit, Innovative Aftermaket Systems, iTap Menu, Jim Maxim, Jr., Mark Thorpe, Matt Nowicki, MaximTrak, mobile menu, Nick Sennett, OptionSoft, paper menu, Shawn McCool, The Impact Group, Tom Wilson

Author: Gregory Arroyo | Posted @ Tuesday, November 13, 2012 2:10 PM | » Comments(1)

Getting 'Shopped'

October 8, 2012

A salesperson tells a customer that he won’t work a deal over the phone because he doesn’t like being ‘shopped.’ The editor doesn’t question his reasoning, just the truthfulness of his response.

Tags: Dealership, Done Deal, Gregory Arroyo, Internet customer, phone customer

Author: Gregory Arroyo | Posted @ Monday, October 8, 2012 9:54 AM | » Comments(8)

The PVR Question

The editor wonders if there’s a better way to accurately gauge the level of success achieved in the F&I office.

September 14, 2012

The editor wonders if there’s a better way to accurately gauge the level of success achieved in the F&I office.

Tags: Done Deal, Gregory Arroyo, NADA, rate markup

Author: Gregory Arroyo | Posted @ Friday, September 14, 2012 10:21 AM | » Comments(2)

F&I Is Not the Problem

August 7, 2012

Study after study points to a disconnect between Gen Y and the F&I office, but the editor thinks it’s time for dealers to come to the defense of their most profitable department.

Tags: Done Deal, F&I, Gen Y, Greg Arroyo, NADA, Northwood University, Tom Alexander

Author: Gregory Arroyo | Posted @ Tuesday, August 7, 2012 4:42 PM | » Comments(4)

Facebook: Like or Dislike?

July 12, 2012

Weighing in on the big Facebook question, the editor says marketers need to relax on those ROI questions.

Tags: Facebook, Greg Arroyo, Like, ROI

Author: Gregory Arroyo | Posted @ Thursday, July 12, 2012 12:48 PM | » Comments(0)

Watch for the Newsmaker

June 7, 2012

Dealers are looking over their shoulders for signs of federal regulators, and rightly so. But the greater threat lives closer to home.

Tags: BHPH dealer, CFPB, compliance, Dodd-Frank Act, Done Deal, F&I, Federal Trade Commission, FTC, Manas Mohapatra, regulation

Author: Gregory Arroyo | Posted @ Thursday, June 7, 2012 3:29 PM | » Comments(1)

Clicking for Service

Guitar Center is doing its best to prove the editor’s 10-year-old prediction that brick-and-mortar retailers would always have a role in the online shopping experience.

May 9, 2012

Guitar Center is doing its best to prove the editor’s 10-year-old prediction that brick-and-mortar retailers would always have a role in the online shopping experience.

Tags: Customer Service, Dealership, Guitar Center

Author: Gregory Arroyo | Posted @ Wednesday, May 9, 2012 4:23 PM | » Comments(2)

Debating Innovation

Bothered by the response to software companies trying to bring a fresh look to F&I, the editor weighs in with his thoughts on tablet and e-mail menus.

April 16, 2012

Bothered by the response to software companies trying to bring a fresh look to F&I, the editor weighs in with his thoughts on tablet and e-mail menus.

Tags: digitla marketing, Internet Shopper, iPad Menu, iTap Menu, Mobile Menus, SmartPad

Author: Gregory Arroyo | Posted @ Monday, April 16, 2012 11:08 AM | » Comments(1)

We’re Back

Fresh from AFSA and NADA, the editor believes the auto industry is not only back, it’s strong and ready to push forward — and that goes for finance, too.

March 12, 2012

Fresh from AFSA and NADA, the editor believes the auto industry is not only back, it’s strong and ready to push forward — and that goes for finance, too.

Tags: American Financial Services Association, Ford, Generation Y, marketing, social media, technology

Author: Gregory Arroyo | Posted @ Monday, March 12, 2012 11:18 AM | » Comments(0)

F&I Takes Center Stage

Establishing a better connection between the F&I office and today's Internet customer was top of mind at this year's annual dealer conference.

February 6, 2012

Establishing a better connection between the F&I office and today's Internet customer was top of mind at this year's annual dealer conference. Word in the aisle ways is that solutions aimed at doing just that will be hitting the market this summer.

Tags: compliance, F&I products, NADA, NADA Convention & Expo, new-vehicle sales, Vehicle Finance Conference, virtual F&I office, Wells Fargo

Author: Gregory Arroyo | Posted @ Monday, February 6, 2012 2:11 PM | » Comments(0)