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Mad Marv

Don’t Be a ‘Dull Boy’

The magazine’s frontline columnist steps away from his usual F&I musing this month and thinks you should do the same. Read on to find out what his secret to longevity in the F&I office is.

December 1, 2011

The magazine’s frontline columnist steps away from his usual F&I musing this month and thinks you should do the same. Read on to find out what his secret to longevity in the F&I office is.

Tags: F&I department, F&I office, Tips for Success

Author: Marv Eleazer | Posted @ Thursday, December 1, 2011 2:38 PM | » Comments(10)

Debating the Interview

The magazine’s frontline columnist is a little fed up with all the talk about the customer interview. Here’s his take on why dealers and trainers need to be careful about imposing it on F&I producers.

October 31, 2011

The magazine’s frontline columnist is a little fed up with all the talk about the customer interview. Here’s his take on why dealers and trainers need to be careful about imposing it on F&I producers.

Tags: Customer Interview, F&I Presentation, objection handling

Author: Marv Eleazer | Posted @ Monday, October 31, 2011 11:39 AM | » Comments(19)

The Great Rate Debate

Would you lower your rate to sell a product? The magazine’s from-the-trenches columnist weighs in on this $64,000 question.

October 7, 2011

Would you lower your rate to sell a product? The magazine’s from-the-trenches columnist weighs in on this $64,000 question.

Tags: F&I product, gross profit, reserve

Author: Marv Eleazer | Posted @ Friday, October 7, 2011 12:35 PM | » Comments(3)

Be the Buyer

Last month, it was the dreaded ‘Line 5’ call. Now, our in-the-trenches columnist ponders the dynamics of rehashing deals and enhancing back-end approvals.

September 6, 2011

Last month, it was the dreaded ‘Line 5’ call. Now, our in-the-trenches columnist ponders the dynamics of rehashing deals and enhancing back-end approvals.

Tags: Lender, lender strategies

Author: Marv Eleazer | Posted @ Tuesday, September 6, 2011 11:50 AM | » Comments(0)

Call On ‘Line 5’

After hearing what one finance executive said about financing back-end products, the magazine’s front-line columnist decides to delve into the root of the dreaded ‘Line 5’ call.

August 5, 2011

After hearing what one finance executive said about financing back-end products, the magazine’s front-line columnist decides to delve into the root of the dreaded ‘Line 5’ call.

Tags: F&I products, Finance, loan-to-value ratio

Author: Marv Eleazer | Posted @ Friday, August 5, 2011 4:26 PM | » Comments(6)

It Takes Two

The magazine’s F&I columnist revisits pay plans and offers some food for thought before, during and after negotiations.

July 5, 2011

The magazine’s F&I columnist revisits pay plans and offers some food for thought before, during and after negotiations.

Tags: F&I manager, Payment Plan

Author: Marv Eleazer | Posted @ Tuesday, July 5, 2011 12:55 PM | » Comments(1)

Catching the Little Big Things

June 6, 2011

The magazine’s from-the-trenches columnist provides advice on how to keep the little things from snowballing out of control.

Tags: Tips for Success

Author: Marv Eleazer | Posted @ Monday, June 6, 2011 11:14 AM | » Comments(2)

Put Those Pencils Down

The magazine’s F&I columnist offers a stern warning to dealers who decide to cut costs by penalizing employees for maximizing their pay plans.

May 10, 2011

The magazine’s F&I columnist offers a stern warning to dealers who decide to cut costs by penalizing employees for maximizing their pay plans.

Tags: Payment Plan

Author: Marv Eleazer | Posted @ Tuesday, May 10, 2011 8:21 AM | » Comments(3)

Leave the Hybrids to the Manufacturers

April 4, 2011

Has the industry gone mad? The magazine’s in-the-trenches columnist fires a shot across the bow of the push toward a combined sales/F&I manager.

Tags: AutoNation, credit insurance, F&I Conference & Expo, F&I manager, F&I products, GAP, objection handling, sales manager, Service Contracts

Author: Marv Eleazer | Posted @ Monday, April 4, 2011 3:54 PM | » Comments(2)

Know When to "Fold 'em"

Now that the ‘do more with less’ period is over, you might be fantasizing about greener pastures at some other store. Before you pull the trigger, here are a few questions you need to ask yourself.

March 11, 2011

Now that the ‘do more with less’ period is over, you might be fantasizing about greener pastures at some other store. Before you pull the trigger, here are a few questions you need to ask yourself.

Tags: Tips for Success

Author: Marv Eleazer | Posted @ Friday, March 11, 2011 8:58 AM | » Comments(6)

Controlling Charge-Backs

February 4, 2011

Charge-backs are difficult to control, but our in-the-trenches columnist says there are ways to prevent them from getting out of hand.

Tags: charge-backs, dealership management system

Author: Marv Eleazer | Posted @ Friday, February 4, 2011 9:30 AM | » Comments(4)

Squishing the Flea Mentality

January 6, 2011

Will creating a list of New Year’s resolutions really help you better yourself? The magazine’s front-lines columnist doesn’t think so.

Tags: Tips for Success

Author: Marv Eleazer | Posted @ Thursday, January 6, 2011 10:25 AM | » 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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