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Certification & Training

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September 2017, F&I and Showroom - Feature

Redefining the ABCs of Sales

By Dwayne Wiggins

Trainer believes in the power of persuasion but wants F&I pros to back it with effective training, sincere needs-discovery, and a personalized approach.

Tags: F&I close, F&I process, F&I training, sales training

July 2017, F&I and Showroom - Feature

5 Questions F&I Pros Must Answer Monthly

By Rick McCormick

F&I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance.

Tags: F&I manager, F&I process, F&I products, F&I training, Rick McCormick

July 2017, F&I and Showroom - Cover Story

The CIT Fix

By Demetrios Lahiri

Operations expert offers a two-step fix for solving cash-flow issues related to contracts in transit. It includes process and technology recommendations, as well as penalties for violations.

Tags: Contracts in Transit, dealer, F&I director, F&I process, general agents, management

July 2017, F&I and Showroom - Feature

Kinks Will Be Kinks

By Gil Van Over

Electronic processes won’t cure the ‘kinks’ who flout the rules and regulations governing F&I, but they will make their bad behavior easier to track.

Tags: auto finance, compliance, Credit Applications, desk managers, desking, Gil Van Over, payment packing

July 2017, F&I and Showroom - WebXclusive

FIDOY Nomination Period Extended to July 21

By Editorial Staff

The magazine has extended the nomination period for its 2017 F&I Dealer of the Year contest to July 21. Dealership employees, general agents, vendors, finance sources, and F&I product providers are encouraged to nominate their stores and dealer clients.

Tags: American Financial & Automotive Services, DOY Pacesetters, DOY Winners, F&I office

June 2017, F&I and Showroom - WebXclusive

Don’t Fire Your Best F&I Manager

By Rahul Saxena

Looking to thin your F&I herd? Advanced analytics prove there are better ways to judge performance than PVR alone.

June 2017, F&I and Showroom - Feature

Beyond the Résumé

By Shaka Dyson

F&I trainer explains why building and refining a professional skillset is more important than building a solid résumé.

Tags: F&I manager, F&I training, Hiring, hiring manager, showroom

June 2017, F&I and Showroom - Feature

Your Customer Experience Sucks!

By Tom McQueen

Focusing on CSI scores leads to missed opportunities to attract new customers and guarantee their loyalty.

Tags: Customer Experience, sales, showroom

June 2017, F&I and Showroom - Feature

When Did ‘Cash’ Become a Four-Letter Word?

By Dwayne Wiggins

F&I trainer shares five proven methods for turning cash customers into F&I product buyers.

Tags: Cash Conversion, F&I manager, F&I menu, F&I products, F&I training

May 2017, F&I and Showroom - Feature

The Silent Seminar

©iStockphoto.com/nd3000 

By Justin Gasman

F&I director advises dealership professionals to attack your work with a positive attitude and pledge to improve the workdays of those around you.

Tags: F&I director, F&I products, F&I training, sales, workplace

May 2017, F&I and Showroom - Cover Story

The Power of Momentum

©iStockphoto.com/olm26250 

By Rick McCormick

F&I trainer says meeting the demand for daily improvement requires F&I professionals to create and capitalize on their own momentum. He lists 10 momentum-building books every F&I manager must read.

Tags: F&I sales, F&I training, sales, showroom

March 2017, F&I and Showroom - Feature

5 Habits of Highly Successful Sales Professionals

By Tom McQueen

Sales trainer reviews the five fundamentals that separate mediocre salespeople from the true professionals.

Tags: CSI, customer satisfaction, Customer Service, Road to the Sale, sales, showroom

February 2017, F&I and Showroom - Feature

State of the F&I Union

By Ryan Fischer

A survey of 159 F&I professionals revealed a number of surprises — and confirmed at least one widely held theory — about compensation and how they feel about their work.

Tags: F&I director, F&I income, F&I manager, F&I products, Pay Plans, PVR, Ryan Fischer

February 2017, F&I and Showroom - Feature

One-Chance Training

By Rick McCormick

Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.

Tags: F&I manager, F&I products, F&I training, Rick McCormick, sales

December 2016, F&I and Showroom - Cover Story

Hold Your Head High

Incoming NADA Chairman Mark Scarpelli is a second-generation dealer. He serves as president of Raymond Chevrolet in Antioch, Ill., and co-owners, with his brother Ray Scarpelli, of Ray Chevrolet and Ray Chrysler Jeep Ram Dodge in nearby Fox Lake. Before joining the family business, Scarpelli attended Northwood University in Midland, Mich., and served as a district manager of sales for General Motors.

By Tariq Kamal

F&I talks shop, politics and pride with Mark Scarpelli, president of Raymond Chevrolet and Raymond Kia, and NADA’s 2017 chairman.

Tags: Anniversary, NADA, NADA Chairman, NADA Convention and Expo

October 2016, F&I and Showroom - Feature

5 'Tells' of a Lying Job Candidate

By David Druzynski

Human resources expert reveals the five traits hiring managers need to look for when interviewing a prospective candidate.

Tags: Hiring, Human Resources, Tips, training

October 2016, F&I and Showroom - Feature

5 Steps to Taking F&I Online

By Rick McCormick

F&I trainer makes the case for digital F&I. He offers a five-step process for adding information about products, pricing, and your finance team to your dealership’s website.

Tags: Dealer Websites, F&I training, online F&I

August 2016, F&I and Showroom - WebXclusive

Magazine Offers Details on Compliance Summit Program

By Tariq Kamal

Scheduled for Aug. 29-30, Compliance Summit is designed to deliver a crash course in federal regulations and enforcement action to help dealers, agents and industry execs build sustainable sales and F&I processes without sacrificing productivity and profitability.

Tags: ARMD resource Group, CNA National, Compli, compliance, Compliance Summit, Dealer Compliance Consultants, EFG Companies, F&I Express, gvo3 & Associates, Mosaic Compliance Consultants, NFADA, Reynolds & Reynolds, The Warranty Group, Total Dealer Compliance, UDS

August 2016, F&I and Showroom - Feature

3 Steps to Selling Road Hazard Protection

AAA’s 2016 “Your Driving Costs” report showed that the annual cost to own and operate a vehicle in the United States fell to a six-year low thanks to a nearly 25% drop in fuel prices. However, the study also showed that all other costs associated with vehicle ownership are on the rise.

By Dwayne Wiggins & Stuart Brightman

AAA has given F&I managers a $3 billion reason every customer needs to drive off the lot with road hazard protection. Two F&I pros lay out a process for doing just that.

Tags: Driving Costs, F&I products, Potholes, Study

August 2016, F&I and Showroom - WebXclusive

Certified for the Future

By James S. Ganther, Esq.

The magazine’s compliance pro breaks down Compliance Summit’s new certification component. He explains how it’s designed to address the industry’s true regulator.

Tags: CFPB, compliance, Compliance Summit, F&I manager, FTC, James Ganther

July 2016, F&I and Showroom - Feature

Understanding the New Overtime Pay Rule

Courtesy of iStock. 

By Dave Druzynski

Human resources expert breaks down the Labor Department’s new overtime pay rules and what they mean to dealers. He says communication with employees will be key in the months ahead.

Tags: Law, management, Overtime, Pay Plans

June 2016, F&I and Showroom - Cover Story

Operation Overhaul

Pictured is Superstition Springs’ Dealer Principal Alvin Heggs and Finance Director Ben Saxton. When Heggs closed the deal on the Mesa, Ariz., dealership three years ago, net F&I profit was around $240,000 per month, and the F&I team averaged $600 per copy on 135 units sold per month. Since then, F&I net profit has skyrocketed to $510,000 a month, while the F&I team now averages $2,700 per copy on 313 units sold per month.

By Brittany-Marie Swanson

Alvin Heggs took a leap of faith when he bought a fledgling dealership in Mesa, Ariz., three years ago. But his gamble on Superstition Springs Chrysler Jeep Dodge Ram paid off — in spades.

Tags: Dealership, F&I, Internet Leads, Operations

February 2016, F&I and Showroom - Feature

Measuring Up

By Ryan Fischer

AutoNation's $1,500 per-copy claim was a great achievement, but one industry vet warns F&I pros against using it as a benchmark for F&I success.

Tags: AutoNation, goals, product penetration, PVR

February 2016, F&I and Showroom - Feature

Want vs. Need: A Lesson in Salesmanship

Courtesy of iStockPhoto.

By George Spatt

Industry veteran tells an entertaining tale of a conquest sale from 40 years ago to relay three key lessons about salesmanship and the art of listening.

Tags: Dodge, sales, Tips

February 2016, F&I and Showroom - Feature

Perfecting the F&I Turnover

Courtesy of iStockPhoto. 

By Anna Puzier

Expert says salespeople play a critical role in what happens in the F&I office. She lists four ways they can successfully pave the road to back-end sales.

Tags: Finance, Millenials, Profitability, sales

February 2016, F&I and Showroom - Feature

Nothing but the Truth

Courtesy of iStockPhoto. 

By Rick McCormick

F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.

Tags: Tips, Tips for Success, training

January 2016, F&I and Showroom - Feature

Your Year of Self-Discovery

By Dave Robertson

The AFIP’s executive director offers a few ways F&I professionals can improve their performance and compliance acumen in 2016

Tags: AFIP, certification, NADA, National Automobile Dealers Association

December 2015, F&I and Showroom - Feature

'Tis the Season to Count Our Blessings

By Dave Robertson

The AFIP’s executive director gives thanks to the regulators and the regulations they enforce. He explains why dealers should do the same.

Tags: AFIP, CFPB, FTC

December 2015, F&I and Showroom - Feature

The Emotional Side of Selling

Rick McCormick was one of the featured trainers at Industry Summit 2015, held at the Paris Las Vegas this past September. He presented "Growing F&I From the Inside Out." 

By Rick McCormick

Top trainer reminds F&I pros to occasionally set aside the logical flow of product presentations and let emotions take over.

Tags: Creative Selling, F&I menus, F&I training

November 2015, F&I and Showroom - Feature

Solving the Pay Plan Dilemma

By George Angus

F&I professionals are outpacing the earnings of their colleagues in the sales department and even at the executive management level, and every attempt to relevel the playing field has its pros and cons.

Tags: F&I manager, Payment Plan, sales

November 2015, F&I and Showroom - Feature

5 Ingredients for F&I Success

By Gerry Gould

The definition of F&I success may vary, but sustained production depends on industry and product knowledge, commitment, preparation and self-discipline.

Tags: F&I managers, F&I training, Gerry Gould

November 2015, F&I and Showroom - Feature

F&I’s Shifting Paradigm

By Chris Meacham

An Ohio-based general agent believes the F&I industry is ignoring a paradigm shift and a chance to deliver what consumers really want: a better experience.

Tags: Customer Experience, Customer Interview, Customer Service, F&I products, mobile menu

November 2015, F&I and Showroom - Cover Story

Fraud Alert

In January 2015, a man using a fake name purchased at least two vehicles online from Louisiana dealers with the intention of shipping them overseas.

By Brittany-Marie Swanson

Mansfield Auto World employees were stunned when a seemingly normal online transaction nearly turned into an international crime. Authorities say the dealership was the victim of a troubling new trend in auto theft.

Tags: Credit Cards, fraud, identity theft, Internet Leads, Internet Shopper, Red Flags Rule

November 2015, F&I and Showroom - Feature

6 Tips for F&I Managers

By Ron Reahard

To be an F&I professional, there are six things you need to stop (or start) doing, because whether you like it or not, you’re a role model.

Tags: AFIP, ECOA, F&I manager, F&I products, Fair Credit Reporting Act, Gramm-Leach-Bliley, used vehicles

October 2015, F&I and Showroom - Feature

Social Mishap

By Dave Druzynski

Can you fire an employee for making inappropriate posts on social media? A human resources expert explains why the answer might be ‘No.’

Tags: employees, Human Resources, social media

October 2015, F&I and Showroom - Feature

7 Compliance Myths Debunked

By Jim Radogna

The magazine’s compliance expert tackles some pervasive regulatory myths surrounding the F&I office.

Tags: compliance, credit reports, F&I training

September 2015, F&I and Showroom - Feature

Rethinking the Showroom Generation Gap

By Scott Bergeron

The magazine’s newest contributor says the relationship between old car dawgs and new-age techies doesn’t have to be tumultuous.

Tags: Generation X, Generation Y, Millenials, sales training, technology

September 2015, F&I and Showroom - Feature

False Sense of Security

By Terry Dortch

Digital documents might seem more secure than manila folders and filing cabinets, but recent cyberattacks prove that customer and dealership data is still vulnerable in a paperless F&I office.

Tags: Cyber Security, data protection, dealer information security, PERSONAL IDENTIFICATION INFORMATION, Social Security Numbers

August 2015, F&I and Showroom - WebXclusive

Let’s Ask Joe

By Brittany-Marie Swanson

Joe St. John may be the newest F&I trainer at Industry Summit, but he has a long history in the car business and some strong opinions about the future of the F&I office.

Tags: F&I process, F&I products, F&I trainer, IAS, Industry Summit

August 2015, F&I and Showroom - WebXclusive

Solving the CFPB Problem

By Gregory Arroyo

The man who has led the NADA’s regulatory advocacy efforts since 2006 believes the tide may be turning in the CFPB’s attack on dealer participation.

Tags: Andy Koblenz, CFPB, Consumer Financial Protection Bureau, discrimination, Honda Financial Services, NADA, National Automobile Dealers Association, rate markup

August 2015, F&I and Showroom - WebXclusive

The Great Defender

NADA Chairman Bill Fox’s ascendance to dealership and association leadership was largely happenstance, he says.

By Tariq Kamal

New York dealer Bill Fox brings experience, passion, humility and unwavering support for the franchised dealer model to his role as 2015 NADA chairman.

Tags: Bill Fox, NADA, National Automobile Dealers Association, New York

August 2015, F&I and Showroom - Feature

Creative License

By Rick McCormick

The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.

Tags: F&I manager, F&I menus, F&I training, Rick McCormick, Word Tracks

June 2015, F&I and Showroom - Feature

Too Much Information

By Dave Druzynski

If you are Googling prospective employees or checking out their social media profiles, you could be running afoul of anti-discrimination laws.

Tags: employment, Human Resources, social media

June 2015, F&I and Showroom - Feature

Excel-erate the Experience

By Gerry Gould

Making customers wait can doom the F&I process before it begins. The magazine’s resident F&I trainer details a time-saving process designed to put customers in a buying mood.

Tags: F&I manager, F&I Presentation, F&I process, Gerry Gould

June 2015, F&I and Showroom - Feature

F&I’s New Mantra

By Rick McCormick

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

Tags: Customer Service, F&I manager, F&I training, Rick McCormick

June 2015, F&I and Showroom - Feature

Becoming a Better Professional

By David Robertson

The AFIP’s executive director says not all goals require a Herculean effort to complete. He lays out a plan for setting and achieving simple, meaningful objectives every 90 days.

Tags: AFIP, David Robertson, F&I manager

May 2015, F&I and Showroom - Feature

Take a S.W.O.T. at Success

By David Robertson

Given the many changes taking place in the F&I field, the AFIP’s executive director says a little self-inspection is in order if you hope to win the F&I trifecta.

Tags: AFIP, Consumer Financial Protection Bureau, David Robertson, Federal Trade Commission, rate markup, Regulations

May 2015, F&I and Showroom - Feature

Try Before You Buy

By George Angus

The father of the F&I menu is back, and he has a message for companies claiming to have developed the next big thing for F&I.

Tags: F&I manager, F&I menus, F&I products, technology, training

February 2015, F&I and Showroom - Cover Story

Security Risk

By Paul Chavez

A potential breach and a local news investigation prompted Street Auto Group’s Misty Lerch to make data security a top priority for her Amarillo, Texas-based group.

Tags: Cyber Security, data protection, dealer information security, PERSONAL IDENTIFICATION INFORMATION, Social Security Numbers, Toyota

January 2015, F&I and Showroom - Feature

F&I’s Core Principle

By Rick McCormick

F&I trainer says that making the process all about the customer creates a buying environment that no amount of selling can create.

Tags: Customer Service, F&I manager, Rick McCormick

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