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Mad Marv

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I Love F&I. How About You?

His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

May 31, 2018

His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

Tags: career, F&I manager, F&I process

Author: Marv Eleazer | Posted @ Thursday, May 31, 2018 6:23 PM | » Comments(2)

Is That Legal?

Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

May 7, 2018

Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

Tags: cash out, compliance, F&I manager, retail installment sale contract, trade-in

Author: Marv Eleazer | Posted @ Monday, May 7, 2018 1:50 PM | » Comments(6)

Proper Deal Structure Moves Mountains

His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

March 12, 2018

His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Tags: auto finance, cosigner, deal structure, desk manager, down payment, F&I manager

Author: Marv Eleazer | Posted @ Monday, March 12, 2018 4:24 PM | » Comments(0)

Chargeback Prevention

How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

February 9, 2018

How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

Tags: chargeback, F&I manager, F&I products, objection handling

Author: Marv Eleazer | Posted @ Friday, February 9, 2018 5:35 PM | » Comments(1)

Your F&I Backup Plan

Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

January 16, 2018

Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Tags: F&I manager, F&I process, F&I Technology

Author: Marv Eleazer | Posted @ Tuesday, January 16, 2018 4:19 PM | » Comments(7)

Love It or Leave It

December 4, 2017

His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

Tags: auto finance, F&I manager, F&I process, F&I training

Author: Marv Eleazer | Posted @ Monday, December 4, 2017 4:24 PM | » Comments(1)

G.O.Y.A.

His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

November 14, 2017

His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

Tags: F&I manager, F&I process, F&I training, TO, turnover

Author: Marv Eleazer | Posted @ Tuesday, November 14, 2017 3:13 PM | » Comments(3)

6 Ways to Deliver Exceptional Service

Inspired by a visit to the suit store, His Madness lists six ways F&I pros can tailor their wares to fit any customer.

August 19, 2017

Inspired by a visit to the suit store, His Madness lists six ways F&I pros can tailor their wares to fit any customer.

Tags: Closing Techniques, F&I manager, F&I process, F&I products, Mad Marv, Showroom

Author: Marv Eleazer | Posted @ Saturday, August 19, 2017 2:09 PM | » Comments(0)

Doing Our Part

After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

July 7, 2017

After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

Tags: F&I and Showroom, F&I director, F&I manager, F&I process, GAP, Sales manager, sales training

Author: Marv Eleazer | Posted @ Friday, July 7, 2017 3:32 PM | » Comments(5)

What’s the Rush?

When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

May 2, 2017

When you’re having fun, the hours go by like minutes. His Madness shares advice for improving the car-buying experience.

Tags: eLEND, F&I manager, F&I process, J.D. Power, Showroom, transaction times

Author: Marv Eleazer | Posted @ Tuesday, May 2, 2017 4:07 PM | » Comments(2)

Debating the Chargeback

Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

April 11, 2017

Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

Tags: auto finance, chargebacks, dealer participation, F&I manager, F&I products, reposessions

Author: Marv Eleazer | Posted @ Tuesday, April 11, 2017 11:41 AM | » Comments(1)

Simple Is as Simple Does

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.

Photo courtesy Paramount Pictures

March 7, 2017

A surge in questions on social media about the proper way to transition to the menu presentation prompts His Madness to share his easy-to-master process. His advice is to keep it simple.

Tags: F&I manager, F&I menu, F&I process, F&I products

Author: Marv Eleazer | Posted @ Tuesday, March 7, 2017 2:09 PM | » Comments(4)

Finding Pleasantville

His Madness finds himself dreaming of the town of Pleasantville, where deals arrive properly structured and every customer has an 800 credit score.

February 10, 2017

His Madness finds himself dreaming of the town of Pleasantville, where deals arrive properly structured and every customer has an 800 credit score.

Tags: auto finance, digital retailing, F&I director, F&I manager, online F&I

Author: Marv Eleazer | Posted @ Friday, February 10, 2017 4:24 PM | » Comments(4)

Part II: Becoming an F&I Manager

His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

March 4, 2016

His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

Tags: F&I manager, F&I menu, training

Author: Marv Eleazer | Posted @ Friday, March 4, 2016 11:25 AM | » Comments(0)

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)

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)

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)

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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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