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Mad Marv

Who Needs ‘Em?

December 1, 2010

The magazine’s columnist explores the always-tenuous, sometimes-volatile relationship between sales and F&I.

Tags: sales department, Tips for Success

Author: Marv Eleazer | Posted @ Wednesday, December 1, 2010 11:12 AM | » Comments(3)

The Slump Cure

October 29, 2010

Slumps are just part of life, whether it’s in sports or in the F&I office. How long one lasts is really up to you.

Author: Marv Eleazer | Posted @ Friday, October 29, 2010 3:41 PM | » Comments(3)

The Overlooked Asset

October 4, 2010

No one likes to be judged, especially by an outsider. But there’s at least one outsider to whom you might want to tune in.

Tags: F&I products, financial services rep, training

Author: Marv Eleazer | Posted @ Monday, October 4, 2010 9:23 AM | » Comments(5)

The Truth About PVR

August 30, 2010

F&I’s from-the-trenches columnist says there might be more to calculating PVR than simply dividing F&I gross by monthly retail sales.

Tags: front-end profit, per retail unit

Author: Marv Eleazer | Posted @ Monday, August 30, 2010 3:37 PM | » Comments(10)

F&I’s High-Wire Act

August 10, 2010

How many “No’s” does a customer need to utter before it’s time to move on? F&I’s columnist says three might not be the magic number.

Tags: F&I sales

Author: Marv Eleazer | Posted @ Tuesday, August 10, 2010 9:48 AM | » Comments(5)

Know Thy Market

August 10, 2010

F&I’s new columnist questions those one-size-fits-all strategies and says it’s time for dealers to take back their markets.

Tags: credit unions, FICO, lender strategies, PRU, PVR

Author: Marv Eleazer | Posted @ Tuesday, August 10, 2010 9:47 AM | » Comments(0)

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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

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