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Mad Marv

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)

The Silent Partner

His Madness offers praise for the advancement of technology in the F&I office but warns that some tools may not be useful to true professionals.

July 6, 2016

His Madness offers praise for the advancement of technology in the F&I office but warns that some tools may not be useful to true professionals.

Tags: F&I products, F&I technology, Sales Process

Author: Marv Eleazer | Posted @ Wednesday, July 6, 2016 3:51 PM | » Comments(7)

Thanks for the Memories

His Madness recounts a wildly informative day spent at the inaugural F&I Think Tank.

June 3, 2016

His Madness recounts a wildly informative day spent at the inaugural F&I Think Tank.

Tags: Dealer Summit, F&I

Author: Marv Eleazer | Posted @ Friday, June 3, 2016 11:15 AM | » Comments(2)

Don’t Fear the ‘No’

How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on the fly.

May 6, 2016

How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on the fly.

Tags: service contract, Technique, Tips, training

Author: Marv Eleazer | Posted @ Friday, May 6, 2016 11:02 AM | » Comments(2)

Always Be Prepared

His Madness offers a four-point plan for winning over customers whose insurance companies are trying to steal your F&I product sales.

April 7, 2016

His Madness offers a four-point plan for winning over customers whose insurance companies are trying to steal your F&I product sales.

Tags: F&I products, Sales Process, Sales Tips, vehicle service contracts

Author: Marv Eleazer | Posted @ Thursday, April 7, 2016 11:51 AM | » Comments(1)

Time is Money

His Madness takes a look at the many reasons customers are left waiting to see the F&I manager after committing to a purchase.

March 30, 2016

His Madness takes a look at the many reasons customers are left waiting to see the F&I manager after committing to a purchase.

Tags: Customer Experience, F&I process, NADA Convention and Expo

Author: Marv Eleazer | Posted @ Wednesday, March 30, 2016 2:44 PM | » Comments(3)

Part II: Becoming an F&I Manager

His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

March 4, 2016

His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

Tags: F&I manager, F&I menu, training

Author: Marv Eleazer | Posted @ Friday, March 4, 2016 11:25 AM | » Comments(0)

Becoming an F&I Manager

F&I isn't for the faint of heart. His Madness delves into the compliance side of the F&I manager's role in Part One of his two-part series on becoming an F&I manager.

February 5, 2016

F&I isn't for the faint of heart. His Madness delves into the compliance side of the F&I manager's role in Part One of his two-part series on becoming an F&I manager.

Tags: Association of Finance & Insurance Professionals, Certification, Federal Trade Commision, Regulations

Author: Marv Eleazer | Posted @ Friday, February 5, 2016 2:06 PM | » Comments(3)

Controlling the Conversation

January 14, 2016

His Madness is tired of all this new-age F&I talk. He calls on F&I managers everywhere to change the conversation by upping their game in three critical areas.

Tags: compliance, CSI, Finance Reserve, technology, training

Author: Marv Eleazer | Posted @ Thursday, January 14, 2016 9:13 AM | » Comments(4)

Watch That Attitude

December 10, 2015

His Madness says being a top F&I professional requires more than just skill and talent — it’s how one rebounds from a bad deal, day or month that separates the best from the rest.

Author: Marv Eleazer | Posted @ Thursday, December 10, 2015 12:30 PM | » Comments(4)

No Demo, No TO

His Madness says the test drive isn’t obsolete. He explains why working a deal without one is a wasted effort for everyone involved.

November 13, 2015

His Madness says the test drive isn’t obsolete. He explains why working a deal without one is a wasted effort for everyone involved.

Tags: Autotrader, Clint McGhee, F&I manager, F&I trainer, F&II process, Maritz Research, Test Drive, TO, Turnover

Author: Marv Eleazer | Posted @ Friday, November 13, 2015 4:16 PM | » Comments(0)

Keep ’Em Separated

His Madness has a message for Sonic Automotive about its one-touch experience. He even offers an alternative way to bring together sales and F&I.

October 13, 2015

His Madness has a message for Sonic Automotive about its one-touch experience. He even offers an alternative way to bring together sales and F&I.

Author: Marv Eleazer | Posted @ Tuesday, October 13, 2015 9:19 AM | » Comments(0)

The ABCs of Customer Acceptance

His Madness profiles Type-D customers, buyers who show a total lack of interest in you, your sales process and whatever product you present.

September 18, 2015

His Madness profiles Type-D customers, buyers who show a total lack of interest in you, your sales process and whatever product you present.

Author: Marv Eleazer | Posted @ Friday, September 18, 2015 10:05 AM | » Comments(0)

We’re Not Apple Stores

His Madness is tired of supposed experts taking aim at the F&I office. He delivers a stern defense of the box and the process that drives it.

August 5, 2015

His Madness is tired of supposed experts taking aim at the F&I office. He delivers a stern defense of the box and the process that drives it.

Author: Marv Eleazer | Posted @ Wednesday, August 5, 2015 4:29 PM | » Comments(2)

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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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