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Mad Marv

I Love F&I. How About You?

His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

May 31, 2018

His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

Tags: career, F&I manager, F&I process

Author: Marv Eleazer | Posted @ Thursday, May 31, 2018 6:23 PM | » Comments(1)

Is That Legal?

Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

May 7, 2018

Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

Tags: cash out, compliance, F&I manager, retail installment sale contract, trade-in

Author: Marv Eleazer | Posted @ Monday, May 7, 2018 1:50 PM | » Comments(6)

Overcome Your F&I Weaknesses

His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

April 4, 2018

His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

Author: Marv Eleazer | Posted @ Wednesday, April 4, 2018 3:42 PM | » Comments(3)

Proper Deal Structure Moves Mountains

His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

March 12, 2018

His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Tags: auto finance, cosigner, deal structure, desk manager, down payment, F&I manager

Author: Marv Eleazer | Posted @ Monday, March 12, 2018 4:24 PM | » Comments(0)

Show Us Some Love

His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

March 8, 2018

His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

Tags: dealer principal, human resources, Marv Eleazer

Author: Marv Eleazer | Posted @ Thursday, March 8, 2018 4:57 PM | » Comments(1)

Chargeback Prevention

How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

February 9, 2018

How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

Tags: chargeback, F&I manager, F&I products, objection handling

Author: Marv Eleazer | Posted @ Friday, February 9, 2018 5:35 PM | » Comments(1)

Your F&I Backup Plan

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.

January 16, 2018

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.

Tags: F&I manager, F&I process, F&I technology

Author: Marv Eleazer | Posted @ Tuesday, January 16, 2018 4:19 PM | » Comments(7)

Love It or Leave It

December 4, 2017

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.

Tags: auto finance, F&I manager, F&I process, F&I training

Author: Marv Eleazer | Posted @ Monday, December 4, 2017 4:24 PM | » Comments(1)

G.O.Y.A.

His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

November 14, 2017

His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

Tags: F&I manager, F&I process, F&I training, TO, turnover

Author: Marv Eleazer | Posted @ Tuesday, November 14, 2017 3:13 PM | » Comments(3)

The Little Things

Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

October 17, 2017

Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Tags: F&I process

Author: Marv Eleazer | Posted @ Tuesday, October 17, 2017 12:24 PM | » Comments(3)

Industry Summit: It’s Worth the Investment

Reflecting on the returns of a well-trained service technician, His Madness has a message for dealers who think F&I training isn’t worth the investment.

September 5, 2017

Reflecting on the returns of a well-trained service technician, His Madness has a message for dealers who think F&I training isn’t worth the investment.

Tags: F&I Think Tank, Industry Summit

Author: Marv Eleazer | Posted @ Tuesday, September 5, 2017 11:29 AM | » Comments(1)

6 Ways to Deliver Exceptional Service

Inspired by a visit to the suit store, His Madness lists six ways F&I pros can tailor their wares to fit any customer.

August 19, 2017

Inspired by a visit to the suit store, His Madness lists six ways F&I pros can tailor their wares to fit any customer.

Tags: Closing Techniques, F&I manager, F&I process, F&I products, Mad Marv, showroom

Author: Marv Eleazer | Posted @ Saturday, August 19, 2017 2:09 PM | » Comments(0)

Doing Our Part

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.

July 7, 2017

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.

Tags: F&I and Showroom, F&I director, F&I manager, F&I process, GAP, Sales manager, sales training

Author: Marv Eleazer | Posted @ Friday, July 7, 2017 3:32 PM | » Comments(5)

There’s No ‘I’ in Team

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

June 8, 2017

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

Tags: customer satisfaction, digital retailing, F&I process, online F&I, transaction times

Author: Marv Eleazer | Posted @ Thursday, June 8, 2017 5:12 PM | » Comments(4)

What’s the Rush?

When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

May 2, 2017

When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

Tags: eLEND, F&I manager, F&I process, J.D. Power, showroom, transaction times

Author: Marv Eleazer | Posted @ Tuesday, May 2, 2017 4:07 PM | » Comments(2)

Debating the Chargeback

Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

April 11, 2017

Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

Tags: auto finance, chargebacks, dealer participation, F&I manager, F&I products, reposessions

Author: Marv Eleazer | Posted @ Tuesday, April 11, 2017 11:41 AM | » Comments(1)

Simple Is as Simple Does

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.

Photo courtesy Paramount Pictures

March 7, 2017

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.

Tags: F&I manager, F&I menu, F&I process, F&I products

Author: Marv Eleazer | Posted @ Tuesday, March 7, 2017 2:09 PM | » Comments(4)

Finding Pleasantville

His Madness finds himself dreaming of the town of Pleasantville, where deals arrive properly structured and every customer has an 800 credit score.

February 10, 2017

His Madness finds himself dreaming of the town of Pleasantville, where deals arrive properly structured and every customer has an 800 credit score.

Tags: auto finance, digital retailing, F&I director, F&I manager, online F&I

Author: Marv Eleazer | Posted @ Friday, February 10, 2017 4:24 PM | » Comments(4)

Taking Inventory

His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.

January 10, 2017

His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.

Tags: F&I, New Year, training

Author: Marv Eleazer | Posted @ Tuesday, January 10, 2017 3:27 PM | » Comments(2)

Culture Clash

His Madness breaks from his usual F&I programming to deliver a message to dealers about the importance of culture and the keys to instilling and maintaining it.

December 27, 2016

His Madness breaks from his usual F&I programming to deliver a message to dealers about the importance of culture and the keys to instilling and maintaining it.

Tags: dealers, management, training

Author: Marv Eleazer | Posted @ Tuesday, December 27, 2016 12:15 PM | » Comments(4)

Defining F&I Success

His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.

December 6, 2016

His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.

Tags: F&I, Success, training

Author: Marv Eleazer | Posted @ Tuesday, December 6, 2016 12:08 PM | » Comments(0)

Stop the Madness

His Madness takes another swipe at tech companies looking to change the F&I experience. He says if they are so bent on improving the customer experience, fix the sales process and leave F&I alone.

November 7, 2016

His Madness takes another swipe at tech companies looking to change the F&I experience. He says if they are so bent on improving the customer experience, fix the sales process and leave F&I alone.

Tags: F&I, F&I process, online F&I, technology

Author: Marv Eleazer | Posted @ Monday, November 7, 2016 2:12 PM | » Comments(2)

Strength in Numbers

In search of a slump cure, His Madness discovers he has known the remedy all along. This month, he reveals what it is and where other F&I pros can find it.

October 4, 2016

In search of a slump cure, His Madness discovers he has known the remedy all along. This month, he reveals what it is and where other F&I pros can find it.

Tags: F&I, F&I training

Author: Marv Eleazer | Posted @ Tuesday, October 4, 2016 2:27 PM | » Comments(3)

Keep Calm and Sell On

Even His Madness gets the jitters sometimes. He details a recent sale involving two insurance executives that had him questioning his abilities as an F&I pro.

September 2, 2016

Even His Madness gets the jitters sometimes. He details a recent sale involving two insurance executives that had him questioning his abilities as an F&I pro.

Tags: F&I process, F&I training

Author: Marv Eleazer | Posted @ Friday, September 2, 2016 11:47 AM | » Comments(5)

The Interdependent Relationship Between Sales and F&I

His Madness explains why even the most seasoned and successful F&I pro needs support from the sales team.

August 8, 2016

His Madness explains why even the most seasoned and successful F&I pro needs support from the sales team.

Tags: Cooperation, F&I, sales

Author: Marv Eleazer | Posted @ Monday, August 8, 2016 4:02 PM | » Comments(6)

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Author Bio

Marv Eleazer

Finance Director

Marv is no insider. He’s an actual F&I manager with more than 20 years of experience. Get his from-the-trenches take on the industry every month at fi-magazine.com.

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