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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

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

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

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

April 2010, F&I and Showroom - Feature

Technology Takes Center Stage

Speaking on legislation that could enact the Consumer Financial Protection Agency, AFSA's Bill Himpler said the new agency might be off the table, but warned that regulators "still want a pound of flesh from the bank industry." As if on cue, Sen. Christopher Dodd (D-Conn.) who is championing finance reform legislation, unveiled a new bill in March that would create a consumer division inside the Federal Reserve, which AFSA opposes.

By Gregory Arroyo

Dealers at the industry's annual get-together said the Internet will set the terms for the market's recovery.

Tags: AFSA, Credit Unions, Dealer, F&I products, Internet, inventory, NADA, Parts and Service, social media, technology

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