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

F&I Products

1  -  50  of  159

November 2017, F&I and Showroom - WebXclusive

Drive Motors Preps Dealers for Cyber Monday, Offers 2018 Predictions

By Michaela Kwoka-Coleman

Drive Motors’ Aaron Krane predicted that, for 2018, dealerships that embrace digital dealmaking will become known as the ecommerce hubs of their regions, a move that will end up pressuring manufactures to sell their cars directly online as well.

Tags: digital retailing, Drive Motors, online F&I

November 2017, F&I and Showroom - Feature

F&I Pacesetters: Bob Moore Cadillac of Edmond

Pictured with American Financial’s Arden Hetland and F&I and Showroom’s Gregory Arroyo is General Manager Adam Black, who received the magazine’s F&I Pacesetter award on behalf Bob Moore Cadillac of Edmond at the magazine’s annual conference in Dallas this past September. The dealership is one of two Cadillac stores in the 14-rooftop Bob Moore Auto Group.

By Gregory Arroyo

The Edmond, Okla., Cadillac dealership is one of two Cadillac stores in the Bob Moore Auto Group, a 14-rooftop dealer group founded by Robert W. Moore.

Tags: auto finance, Bob Moore Auto Group, charity giving, compliance, DOY Pacesetters, F&I department

November 2017, F&I and Showroom - Feature

F&I Pacesetters: Gerald Jones Auto Group

By Gregory Arroyo

Meet the two operations that were also in the running for the American Financial & Automotive Services Inc.-sponsored F&I Dealer of the Year.

Tags: American Financial & Automotive Services, Andy Jones, Arden Hetland, compliance, F&I department, F&I products, F&I training, Gerald Jones Auto Group

November 2017, F&I and Showroom - Cover Story

F&I Dealer of the Year: Mr. D's Way

Dealer Mike Dunnahoo poses with F&I Manager Jeremy Johnson and longtime F&I Director Jeff Zinsser, who has been with the group for 22 years. Missing is F&I manager Dan Hall, who has been with Star for 11 years. The team averages $1,872 per copy on new and $1,542 on used.

By Gregory Arroyo

When F&I Dealer of the Year Mike Dunnahoo arrived in Abilene, Texas, 18 years ago, he didn’t just take over a dealership, he adopted a community.

Tags: Awards, DOY Winners, EFG Companies, F&I process, GAP, Jeff Zinsser, Mike Dunnahoo, Star Dodge Chrysler Jeep Ram/Hyundai, theft protection, vehicle service contracts

October 2017, F&I and Showroom - Feature

Storytelling vs. Story Selling

By George Spatt

Veteran salesperson and trainer traces the roots of his success to his days as a door-to-door salesman.

Tags: sales, Sales Process, showroom

October 2017, F&I and Showroom - Feature

The Past, Present and Shifting Future of F&I

By Lloyd Trushel

Finance teams of the future will be staffed with professionals whose goals align with those of the dealer and whose jobs are supported — not replaced — by new and emerging technology.

Tags: Customer Experience, digital retailing, F&I manager, F&I process, F&I products, online F&I

October 2017, F&I and Showroom - Feature

There is Power in Alliances

By John Vecchioni

Top trainer lists four ways to build an interdepartmental culture that rewards customers while maximizing the opportunity for F&I product sales.

Tags: Customer Experience, F&I office, F&I process, F&I products, showroom

September 2017, F&I and Showroom - Feature

F&I’s Compliance Driver

By Gil Van Over

An electronic menu can do more than drive the F&I process. Compliance expert offers standards and practices you can use to unlock an emenu’s true potential.

Tags: compliance, desking, digital retailing, F&I manager, F&I process, online F&I

September 2017, F&I and Showroom - Cover Story

Industry Reacts to GM's Disclosure Policy

By Gregory Arroyo

General Motors dealers who sell non-GM service contracts, parts and accessories must now disclose to their customers that the products are not backed by the automaker. Dealer trade groups believe the OEM’s stated goal of enhanced ‘safety and transparency’ is not the real reason for the new policy.

Tags: aftermarket accessories, compliance, customer disclosures, dealers, F&I managers, General Motors, parts and service, vehicle service contracts

September 2017, F&I and Showroom - Feature

An Interview With Troy Good

By Tariq Kamal

F&I and Showroom traces the history of paintless dent repair with Troy Good, president and CEO of Nobilis Group Inc., home of the Dent Zone brand.

Tags: F&I products, paintless dent removal, Troy Good

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

August 2017, F&I and Showroom - Feature

Setting Up the Edesk

By Gil Van Over

Continuing with his noble effort to define the edealership, the magazine’s resident compliance pro explains why the desking process is ripe for digitization.

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

August 2017, F&I and Showroom - Cover Story

The Connected-Car Opportunity

OnStar now counts 12 million customers globally, nearly half of whom are fleet customers. The service’s mobile app surpassed 1.5 billion interactions in December 2016. General Motors’ Greg Ross said the real innovation is OnStar the device, which establishes a link between a vehicle’s databus and the cellular infrastructure. The vehicle data flowing through that two-way connection is paving the way to future capabilities and services.

By Gregory Arroyo

Two major players in the aftermarket telematics space are attempting to do what others have failed to achieve: carve out a profit opportunity for dealers in today’s connected-car evolution.

Tags: Connected Vehicle, Kahu, LoJack, Spireon, telematics

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 - 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 - Cover Story

The Digital Evangelist

Integrating Dealertrack into Cox Automotive wasn’t Mark O’Neil’s only focus when he was named COO in March 2016. He was also charged with bringing together the company’s four business verticals — Retail Solutions, Inventory Solutions, Media Solution and Financial Solutions — to create what he called ‘One Cox Automotive.’

By Gregory Arroyo

Cox Automotive’s Mark O’Neil talks to the editor about MakeMyDeal’s future, digital retailing, and the fate of the F&I office.

Tags: Cox Automotive, Dealertrack, digital retailing, eMenu, MakeMyDeal, Mark O'Neil, online F&I

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

High Mileage, High Potential

Mike Melby, GWC Warranty

By Gregory Arroyo

Things haven’t gone according to script in the used-vehicle market, but GWC Warranty’s Mike Melby believes the profit potential in the high-mileage, pre-owned space remains.

Tags: F&I manager, F&I process, F&I products, GWC Warranty Corporation, High Mileage, pre-owned, Used-Vehicle Service Contracts

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

April 2017, F&I and Showroom - Feature

5 Tech Tools From NADA 2017

By Gregory Arroyo

There were plenty of new innovations on display in and around NADA 2017. The editor takes you on a tour of five new tech tools aiming to help dealers land more sales and F&I opportunities.

Tags: auto finance, AutoFi, ChannelNet, Darwin Automotive, DealerSocket, desking, digital retailing, digitla marketing, F&I menu, online F&I, WebBuy

April 2017, F&I and Showroom - Cover Story

New-Age Sales

Pictured are Roadster COO Rudi Thun and CEO and founder Andy Moss. The latter was formerly head of vehicles for eBay Motors and COO of CarWoo! The San Francisco-based firm evolved from a California broker site to digital retailing solution provider in June 2016.

By Brittany-Marie Swanson

Roadster’s Andrew Moss and Rudi Thun say they’ve created a digital transactional platform that works both in a buyer’s home and in the showroom. But as they readily admit, not every dealer is the ideal user.

Tags: digital marketing, digital retailing, online F&I, Roadster

March 2017, F&I and Showroom - Cover Story

Rising GAP Claims Reveal Troubling Trends

Tony Wanderon

By Gregory Arroyo

GAP rates are on the rise. Insiders say dealers should welcome the increases, adding that the performance of this core F&I product points to a severe slowdown in the next 24 months.

Tags: auto finance, Auto Loan Terms, claims, F&I products, GAP, Great Recession, guaranteed asset protection

March 2017, F&I and Showroom - Feature

The Big Difference: Statements vs. Objections

By John Vecchioni

F&I trainer explains why handling statements like objections can put customers on the defensive and cost you the opportunity to illustrate the benefits of protection products.

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

February 2017, F&I and Showroom - Feature

The Million-Dollar Plan

By Michael Gorun

Fixed-ops expert says dealers who aren’t selling prepaid maintenance plans in service are leaving millions of dollars on the service drive floor each year.

Tags: F&I products, Michael Gorun, Prepaid Maintenance, Service Advisors, service drive sales

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

February 2017, F&I and Showroom - Cover Story

F&I to Go

un Toyota’s Showroom2Go program combines process with technology. For the latter, the dealership partnered with website provider fusionZONE Automotive to customize the online buying platform. It includes a finance module, trade-in value calculator, and the software that puts it all together: Dealmaker.

By Brittany-Marie Swanson

Sun Toyota’s John Marazzi was already an internet sales evangelist before launching a fully online process in September 2016. In its first month alone, the program delivered 75 closed deals and an F&I per-copy average that was just $45 shy of the in-store average.

Tags: digital retailing, online F&I, Sun Toyota, Test Drive, Toyota, vehicle delivery

December 2016, F&I and Showroom - WebXclusive

A Final Message From the Chairman

By Jeff Carlson

Jeff Carlson reflects on his term as the NADA’s 2016 chairman, highlighting the association’s victories as well as the challenges ahead.

Tags: CFPB, Jeff Carlson, NADA Chairman, NADA Convention and Expo

November 2016, F&I and Showroom - Feature

Formalized and Documented

By Gil Van Over

The magazine's compliance pro believes the FTC may soon take a page out of the CFPB's playbook when it comes to regulating dealers. He explains how dealers can get prepared.

Tags: CFPB, compliance, F&I, FTC

October 2016, F&I and Showroom - Cover Story

Examining the Bricks-to-Clicks Push

Moderated by F&I Administration’s Kumar Kathinokkula, the P&A Leadership Summit’s ‘Presenting F&I Products Online” panel discussion featured (l-r) Matt Nowicki of IAS, The Impact Group’s Mark Thorpe, Cox Automotive’s Brett Pomerantz, Dan Lievrouw of American Guardian, F&I Director Justin Gasman.

By Gregory Arroyo

Tech vendors believe the industry needs to respond to customer dissatisfaction with the F&I process, but not everyone believes moving the process online is the answer.

Tags: Industry Summit, NADA, online F&I, technology

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 - WebXclusive

F&I and Showroom Names 2016 F&I Pacesetters

By Gregory Arroyo

This year’s field of F&I Pacesetters includes operations from California, Illinois, Texas and Wisconsin. One of them will be named F&I and Showroom's 2016 F&I Dealer of the Year at Industry Summit 2016.

Tags: Carlsbad Buick GMC Cadillac, David Hobbs Honda, F&I Dealer of the Year, F&I Pacesetters, Gerald Hyundai, Hub Hyundai, Industry Summit, Sam Pack's Five Star Ford of Lewisville, Star Dodge Chrysler Jeep Ram Hyundai, The Warranty Group

August 2016, F&I and Showroom - Feature

Tearing Down Dealership Silos

Courtesy of iStock. 

By Tom McQueen

Retail expert says dealerships are fertile grounds for the morale-killing, business-destroying silo mentality. He offers four recommendations for righting the ship.

Tags: Communication, Dealership, Operations, Silos

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 - Cover Story

Greg Miller Breaks From F&I Tradition With New Venture

On April 20, 2016, Greg Miller inked a deal to acquire Bob Baker Toyota, marking his return after a year away from the business. The San Diego dealership will operate under his new enterprise: Greg Miller Automotive San Diego. 

By Eric Gandarilla

Greg Miller is back, more than a year after shocking the automotive world when he stepped down as CEO of the Larry H. Miller Group. And as he’s known to do, he’s doing things his way.

Tags: Greg Miller, Larry H. Miller, No-Haggle, One Touch Process, Sales Process, Toyota

June 2016, F&I and Showroom - Feature

Wielding the Velvet Hammer

The advantages females have over their male counterparts when selling product in the F&I office, along with the struggles and perception of women in the automotive retail industry, took center stage during “Doing It Our Way: Women in F&I.” Moderated by F&I Director Dina Wilson, the panel featured F&I professionals Teasha McMillion, Angela Barrett, and Diane Uzelac — each bringing more than 25 years of industry experience.

By Eric Gandarilla

At last month’s F&I Think Tank, female F&I pros shared their stories of perseverance in a male-dominated industry, talked about how times have changed, and explained why they believe women are the future of F&I.

Tags: F&I, training, Women in F&I

June 2016, F&I and Showroom - Feature

Hanging in the Balance

With moderator Robert Harkins looking on, Mosaic Compliance Services’ Jim Ganther offered his take on what the November elections could mean to the men and women manning the F&I office. If a Democrat is elected president, he said, the Consumer Financial Protection Bureau’s fair lending crackdown could intensify.

By Gregory Arroyo

The compliance gurus at F&I Think Tank agreed that a lot is riding on the outcome of November’s presidential elections — including the fate of the F&I department.

Tags: Adverse Action Notice, CFPB, compliance, Dealer Summit, F&I products

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

April 2016, F&I and Showroom - Cover Story

A New Direction

Pictured are Principle Auto CEO Abigail Kampmann and COO Mark Smith. Nine months after cofounding their four-store dealer group, they took a chance on a new auto-loan equity mining tool and marketing platform called VehicleXchange. It was developed by Dallas-based Pearl Technology Holdings LLC. At BMW of San Antonio, one of the group’s three Texas stores, sales grew 36% in the same year the dealership installed Pearl’s solution. 

By Eric Gandarilla

Principle Auto’s Mark Smith found success after abandoning some of his group’s tried-and-true sales strategies. Now he’s looking to take that change even further.

Tags: Equity Mining, Pearl Technology, Principle Auto, ShowroomXpress, technology, VehicleXchange

March 2016, F&I and Showroom - Feature

Menu Selling Reloaded

Photo courtesy of iStock. 

By Rick McCormick

F&I trainer believes new technology and expert salesmanship can combine to create an efficient and productive menu-selling process.

Tags: F&I menu, F&I Menu Presentation, technology, Tips

March 2016, F&I and Showroom - Cover Story

Mastering the Menu

By Gerry Gould

Does the transition to the F&I menu presentation stress you out? F&I trainer has the three-part cure.

Tags: Creative Selling, F&I menu, F&I Menu Presentation, F&I products

February 2016, F&I and Showroom - Feature

The CFPB's Misguided Crusade

By Dave Robertson

AFIP's executive director has some choice words for President Obama, Sen. Warren and the 'smartest guys in the room.'

Tags: Consumer Financial Protection Bureau, Dodd-Frank Act, President Obama

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

« Previous1234Next »