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Mad Marv

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)

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)

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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