The Industry's Leading Source For F&I, Sales And Technology

Mad Marv

Tale of Two Dealers

His Madness takes a look at two common dealer types and makes a plea to those who simply can’t trust the people they’ve hired to drive the business.

January 17, 2014

His Madness takes a look at two common dealer types and makes a plea to those who simply can’t trust the people they’ve hired to drive the business.

Tags: F&I training

Author: Marv Eleazer | Posted @ Friday, January 17, 2014 2:41 PM | » Comments(0)

No Talent Required

His Madness says the secret to becoming a top F&I performer isn't a mystery. It’s something just about anyone can tap into, and talent isn't required.

December 23, 2013

His Madness says the secret to becoming a top F&I performer isn't a mystery. It’s something just about anyone can tap into, and talent isn't required.

Author: Marv Eleazer | Posted @ Monday, December 23, 2013 11:51 AM | » Comments(11)

Gaming the System

It can seem like the world is working against the F&I manager, but there’s one constant an F&I pro can rely on. His Madness weighs in.

November 15, 2013

It can seem like the world is working against the F&I manager, but there’s one constant an F&I pro can rely on. His Madness weighs in.

Author: Marv Eleazer | Posted @ Friday, November 15, 2013 11:35 AM | » Comments(6)

Talent Coach

October 22, 2013

His Madness admits patience isn’t something that comes naturally, but he recognizes how important it is when it comes to managing people.

Tags: auto dealer, F&I, Mad Marv, management, Marv Eleazer

Author: Marv Eleazer | Posted @ Tuesday, October 22, 2013 8:41 AM | » Comments(1)

Measuring Up

September 26, 2013

His Madness delves into the rate vs. product discussion, and reminds F&I offices everywhere why the latter does so much more than help per-copy averages.

Tags: Mad Marv

Author: Marv Eleazer | Posted @ Thursday, September 26, 2013 12:22 PM | » Comments(8)

Just Believe

August 7, 2013

The magazine’s from-the-trenches columnist reflects on a few Henry Ford quotes to help slumping F&I pros get back on track.

Tags: F&I professionals, managers

Author: Marv Eleazer | Posted @ Wednesday, August 7, 2013 10:57 AM | » Comments(10)

Fine-Tuning F&I

July 16, 2013

In the finance office, bad habits cost money. His Madness says it’s time to lose your so-called quirks and get down to business.

Tags: F&I, Gen Y, Mad Marv

Author: Marv Eleazer | Posted @ Tuesday, July 16, 2013 8:09 AM | » Comments(5)

Hold Your Position

June 12, 2013

The CFPB’s saber-rattling has failed to upset the magazine’s in-the-trenches columnist, who reminds us that dealers have survived past attacks on their bottom lines.

Tags: CFPB, F&I, Mad Marv

Author: Marv Eleazer | Posted @ Wednesday, June 12, 2013 8:45 AM | » Comments(3)

3 ‘P’s of F&I

May 15, 2013

His Madness covers three items you won’t find in any new-hire training manual but are critical to your career in F&I. Together, they make up the unwritten rules of life inside a dealership.

Tags: F&I, Mad Marv, Marv Eleazer, sales

Author: Marv Eleazer | Posted @ Wednesday, May 15, 2013 1:27 PM | » Comments(1)

Rehashing an Old Topic

His Madness opens up with a few thoughts on rehashing deals, then offers tips on how to get the right call the first time.

April 15, 2013

His Madness opens up with a few thoughts on rehashing deals, then offers tips on how to get the right call the first time.

Author: Marv Eleazer | Posted @ Monday, April 15, 2013 10:56 AM | » Comments(0)

Preventing the Unexpected

March 20, 2013

His Madness recounts a little history lesson before offering a primer for snuffing out bad habits and making positive changes.

Tags: compliance, F&I, Mad Marv, Marv Eleazer, process, Product Sales

Author: Marv Eleazer | Posted @ Wednesday, March 20, 2013 11:57 AM | » Comments(5)

A Newbie’s Guide to F&I

When His Madness asked his F&I friends to provide some words of wisdom to F&I newbies, he found a few nuggets of advice for grizzled vets as well.

February 5, 2013

When His Madness asked his F&I friends to provide some words of wisdom to F&I newbies, he found a few nuggets of advice for grizzled vets as well.

Tags: F&I process, Mad Marv

Author: Marv Eleazer | Posted @ Tuesday, February 5, 2013 2:25 PM | » Comments(22)

Standing Up for the Service Contract

His Madness lays down a good argument — and some great pitch material — for the value of adding a service contract to a vehicle purchase.

January 18, 2013

His Madness lays down a good argument — and some great pitch material — for the value of adding a service contract to a vehicle purchase.

Author: Marv Eleazer | Posted @ Friday, January 18, 2013 10:23 AM | » Comments(6)

Fear Factor: When Customers Say 'No'

December 7, 2012

His Madness offers a little pep talk to remind F&I pros that if anybody has reason to be afraid of making a wrong turn, it shouldn’t be you.

Tags: budget, customers, F&I, Mad Marv, Marv Eleazer

Author: Marv Eleazer | Posted @ Friday, December 7, 2012 1:35 PM | » Comments(23)

Show Me The Process

November 13, 2012

The debate at this year’s Industry Summit didn’t change His Madness’ opinion about the mobile menu. But he says there is one thing software makers can do that would.

Tags: F&I menu, Industry Summit, iPad, Mad Marv, Marv Eleazer, paper menu

Author: Marv Eleazer | Posted @ Tuesday, November 13, 2012 2:16 PM | » Comments(3)

Be the Menu

October 8, 2012

After recounting the origins of the F&I menu, His Madness reminds us that talent and dedication are the keys to making it an effective sales tool.

Tags: F&I menu, F&I regulation, Mad Marv, Marv Eleazer

Author: Marv Eleazer | Posted @ Monday, October 8, 2012 9:56 AM | » Comments(5)

The Subprime Effect

Subprime financing is coming back in a big way. Is your dealership ready? His Madness breaks down several different options to help your dealership cash in.

September 14, 2012

Subprime financing is coming back in a big way. Is your dealership ready? His Madness breaks down several different options to help your dealership cash in.

Tags: Mad Marv, Marv Eleazer, subprime

Author: Marv Eleazer | Posted @ Friday, September 14, 2012 10:14 AM | » Comments(6)

Unwinding A Deal

August 7, 2012

Unwinding a deal is a rotten experience for you, your dealer and the customer. But the magazine’s from-the-trenches columnist says there are at least five scenarios in which it’s the only logical choice.

Tags: Mad Marv, Marv Eleazer

Author: Marv Eleazer | Posted @ Tuesday, August 7, 2012 11:54 AM | » Comments(775)

Timing the 'TO'

July 9, 2012

With consumers calling for shorter transaction times, Mad Marv takes an insider’s look at the dealership process to see if that’s even possible.

Author: Marv Eleazer | Posted @ Monday, July 9, 2012 10:56 AM | » Comments(0)

In With the New

June 5, 2012

His Madness offers a few spring cleaning items you need to take care of before those key selling months roll around.

Tags: F&I, Finance Manager, Langdale Ford, Mad Marv, nearprime, prime financing, subprime

Author: Marv Eleazer | Posted @ Tuesday, June 5, 2012 5:24 PM | » Comments(0)

Longing, Not Loathing

The magazine’s from-the-trenches blogger describes how his days as a spitfire preacher influenced his style in the F&I office — and not the way you might think.

May 10, 2012

The magazine’s from-the-trenches blogger describes how his days as a spitfire preacher influenced his style in the F&I office — and not the way you might think.

Author: Marv Eleazer | Posted @ Thursday, May 10, 2012 4:43 PM | » Comments(2)

Virus Alert!

The magazine’s from-the-trenches columnist doesn’t mince words when it comes to his dislike of the Internet, but that doesn’t mean he’s about to fight progress.

April 16, 2012

The magazine’s from-the-trenches columnist doesn’t mince words when it comes to his dislike of the Internet, but that doesn’t mean he’s about to fight progress.

Tags: F&I Turnover, Internet, Internet lead, Internet Shopper, Sales Process

Author: Marv Eleazer | Posted @ Monday, April 16, 2012 9:27 AM | » Comments(1)

Progress or Pipe Dream?

The magazine’s frontline columnist doesn’t dislike the mobile menu. He just wants proof it won’t be another failed attempt at updating the F&I process.

March 12, 2012

The magazine’s frontline columnist doesn’t dislike the mobile menu. He just wants proof it won’t be another failed attempt at updating the F&I process.

Tags: F&I department, F&I menu, Mobile Applications, technology

Author: Marv Eleazer | Posted @ Monday, March 12, 2012 11:20 AM | » Comments(6)

Word for Word

Our from-the-trenches columnist says that word-tracks still have their place in the industry — even if he doesn’t necessarily subscribe to their intended purpose.

February 1, 2012

Our from-the-trenches columnist says that word-tracks still have their place in the industry — even if he doesn’t necessarily subscribe to their intended purpose.

Tags: F&I Presentation, training

Author: Marv Eleazer | Posted @ Wednesday, February 1, 2012 3:23 PM | » Comments(5)

Getting Hot and Staying Hot

Sticking to your processes breeds success, and success breeds confidence. The magazine’s from-the-trenches columnist gets scientific to hunt down the key to keeping those hot streaks going.

January 17, 2012

Sticking to your processes breeds success, and success breeds confidence. The magazine’s from-the-trenches columnist gets scientific to hunt down the key to keeping those hot streaks going.

Tags: Tips for Success, training

Author: Marv Eleazer | Posted @ Tuesday, January 17, 2012 11:37 AM | » Comments(2)

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.

» More