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Mad Marv

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)

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)

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(9)

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 fi-magazine.com.

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