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Mad Marv

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)

Regulatory Pricing

His Madness casts doubt on federal regulators’ ability to judge the value of F&I products, but he believes the industry must come together to head off any attempts to do so.

July 6, 2015

His Madness casts doubt on federal regulators’ ability to judge the value of F&I products, but he believes the industry must come together to head off any attempts to do so.

Author: Marv Eleazer | Posted @ Monday, July 6, 2015 2:28 PM | » Comments(0)

Spotting the Issue

His Madness has a new fan base looking for answers. This month, he reveals who they are, what they want and why dealerships need to listen up.

June 1, 2015

His Madness has a new fan base looking for answers. This month, he reveals who they are, what they want and why dealerships need to listen up.

Author: Marv Eleazer | Posted @ Monday, June 1, 2015 11:46 AM | » Comments(0)

First Impressions

Inspired by all the preparation and care going into the new repair facility at his store, His Madness breaks down the six things he does to ensure his customers get the professional experience they deserve.

May 1, 2015

Inspired by all the preparation and care going into the new repair facility at his store, His Madness breaks down the six things he does to ensure his customers get the professional experience they deserve.

Author: Marv Eleazer | Posted @ Friday, May 1, 2015 2:04 PM | » Comments(0)

Bluetooth Blues

While His Madness longs for the good old days of push-button radios, recent stats on vehicle dependability have him rooting on OEMs to add more tech.

April 3, 2015

While His Madness longs for the good old days of push-button radios, recent stats on vehicle dependability have him rooting on OEMs to add more tech.

Author: Marv Eleazer | Posted @ Friday, April 3, 2015 10:37 AM | » Comments(2)

What Slump?

His Madness advises slumping F&I pros to channel their inner Yogi and get back to business.

March 9, 2015

His Madness advises slumping F&I pros to channel their inner Yogi and get back to business.

Author: Marv Eleazer | Posted @ Monday, March 9, 2015 4:49 PM | » Comments(0)

Casey’s Mighty Lesson

His Madness delves into American literature to deliver a message to those who say cash deals aren’t their style.

February 6, 2015

His Madness delves into American literature to deliver a message to those who say cash deals aren’t their style.

Author: Marv Eleazer | Posted @ Friday, February 6, 2015 10:27 AM | » Comments(4)

Finding the Right Mix

A minister’s lesson about having too much of a good thing turns out to be a great guide for lender selection. His Madness offers a few other tips for managing those relationships.

January 21, 2015

A minister’s lesson about having too much of a good thing turns out to be a great guide for lender selection. His Madness offers a few other tips for managing those relationships.

Author: Marv Eleazer | Posted @ Wednesday, January 21, 2015 9:41 AM | » Comments(0)

Taking Control

His Madness reminds F&I pros to rise above the internal and external issues that threaten production.

January 14, 2015

His Madness reminds F&I pros to rise above the internal and external issues that threaten production.

Author: Marv Eleazer | Posted @ Wednesday, January 14, 2015 4:11 PM | » Comments(0)

Who’s On Third?

His Madness reveals his approach to handling a customer and his or her trusted advisor. He also reveals the response he uses when the advisor objects to his vehicle service contract.

December 17, 2014

His Madness reveals his approach to handling a customer and his or her trusted advisor. He also reveals the response he uses when the advisor objects to his vehicle service contract.

Author: Marv Eleazer | Posted @ Wednesday, December 17, 2014 3:30 PM | » Comments(1)

Stay the Course

His Madness discovers that staying the course not only applies to navigating the high seas; it’s also the best course of action when navigating the daily challenges faced in the F&I office.

November 7, 2014

His Madness discovers that staying the course not only applies to navigating the high seas; it’s also the best course of action when navigating the daily challenges faced in the F&I office.

Author: Marv Eleazer | Posted @ Friday, November 7, 2014 9:51 AM | » Comments(0)

A Prepared Mind

His Madness is back in action after Industry Summit, where he found some inspiration in the go-getter attitude of a first-time attendee.

October 8, 2014

His Madness is back in action after Industry Summit, where he found some inspiration in the go-getter attitude of a first-time attendee.

Author: Marv Eleazer | Posted @ Wednesday, October 8, 2014 4:12 PM | » Comments(3)

Stop Scoreboard Watching

His Madness says the only person you need to measure yourself against is you. So stop worrying about what others are doing, and start examining your performance numbers.

September 15, 2014

His Madness says the only person you need to measure yourself against is you. So stop worrying about what others are doing, and start examining your performance numbers.

Author: Marv Eleazer | Posted @ Monday, September 15, 2014 10:01 AM | » Comments(0)

Separating Fact From Fiction

Is the F&I menu a compliance tool? His Madness doesn’t think so, but he’ll pose that question to compliance experts and menu developers at Industry Summit 2014.

August 13, 2014

Is the F&I menu a compliance tool? His Madness doesn’t think so, but he’ll pose that question to compliance experts and menu developers at Industry Summit 2014.

Author: Marv Eleazer | Posted @ Wednesday, August 13, 2014 11:57 AM | » Comments(1)

Resetting the Clock

Customers simply don’t like to wait, but His Madness says there’s a simple step F&I managers can take to buy themselves and their process a little more time.

July 14, 2014

Customers simply don’t like to wait, but His Madness says there’s a simple step F&I managers can take to buy themselves and their process a little more time.

Author: Marv Eleazer | Posted @ Monday, July 14, 2014 11:15 AM | » Comments(1)

Wanting It All

The F&I profession might be financially rewarding, but it doesn’t always mix well with family life. His Madness believes there are ways to strike a more marriage-friendly balance.

June 2, 2014

The F&I profession might be financially rewarding, but it doesn’t always mix well with family life. His Madness believes there are ways to strike a more marriage-friendly balance.

Author: Marv Eleazer | Posted @ Monday, June 2, 2014 2:11 PM | » Comments(4)

Taking on Credit Unions

Battles between F&I offices and credit unions are a common affair, but His Madness thinks F&I pros would be better served making peace than duking it out.

April 30, 2014

Battles between F&I offices and credit unions are a common affair, but His Madness thinks F&I pros would be better served making peace than duking it out.

Tags: credit unions

Author: Marv Eleazer | Posted @ Wednesday, April 30, 2014 10:07 AM | » Comments(0)

Recipe for Success

Mrs. Marv inspires His Madness once again, as he realizes the connection between her culinary expertise and the plight of the F&I manager.

April 4, 2014

Mrs. Marv inspires His Madness once again, as he realizes the connection between her culinary expertise and the plight of the F&I manager.

Author: Marv Eleazer | Posted @ Friday, April 4, 2014 1:39 PM | » Comments(3)

Preventive Medicine

His Madness is reminded of the importance of disclosure after experiencing buyer’s remorse over a new mobile phone plan. The experience led him to develop a few best practices for ensuring sold customers stay that way.

March 11, 2014

His Madness is reminded of the importance of disclosure after experiencing buyer’s remorse over a new mobile phone plan. The experience led him to develop a few best practices for ensuring sold customers stay that way.

Author: Marv Eleazer | Posted @ Tuesday, March 11, 2014 9:57 AM | » Comments(0)

The Little Things

Playing “third baseman” during a relative’s vehicle purchase was an eye-opener for His Madness. His main takeaway from the experience was that the little things do matter.

February 24, 2014

Playing “third baseman” during a relative’s vehicle purchase was an eye-opener for His Madness. His main takeaway from the experience was that the little things do matter.

Author: Marv Eleazer | Posted @ Monday, February 24, 2014 12:20 PM | » Comments(3)

Stitch by Stitch

His Madness discovers parallels between his chosen profession and Mrs. Marv’s new hobby. His realization leads him to an old proverb that speaks to a major challenge facing the industry.

February 6, 2014

His Madness discovers parallels between his chosen profession and Mrs. Marv’s new hobby. His realization leads him to an old proverb that speaks to a major challenge facing the industry.

Author: Marv Eleazer | Posted @ Thursday, February 6, 2014 2:49 PM | » Comments(6)

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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