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May 2017, F&I and Showroom - Feature

Credit App Fraud Not a Victimless Crime

By Gil Van Over

Falsifying any of the five key credit determinants on a credit application generates a long list of potential victims inside and outside the dealership.

Tags: auto finance, compliance, Credit Applications, F&I process

March 2017, F&I and Showroom - Feature

Remote Deliveries: Proceed With Caution

By Gil Van Over

When it comes to out-of-state deliveries, the magazine’s resident compliance guru says proceed with caution. He lays out a simple process for guarding your dealership against ID thieves.

Tags: compliance, digital retailing, F&I process, Online F&I, Red Flags Rule, Remote Deliveries

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

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

December 2014, F&I and Showroom - Feature

F&I’s Winter Tune Up

By Rick McCormick

The end of the year means it’s time to take inventory. F&I trainer lists four things you need to do to ensure you’re ready to maximize every opportunity in the year ahead.

Tags: F&I process, Rick McCormick, training

December 2014, F&I and Showroom - Cover Story

Culture Change

Faulkner-Ciocca Ford is located in historic Quakertown, Pa., which is where the Liberty Bell was once hidden from British soldiers during the American Revolutionary War. It was also the location of the anti-tax John Fries’ Rebellion in 1799.

By Paul Chavez

Faulkner-Ciocca Ford is achieving big numbers in its small Pennsylvania borough. The secret to the store’s success is an approach that has torn down the walls between sales and F&I.

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

January 2014, F&I and Showroom - Feature

Hybridizing F&I

By Tony Dupaquier

F&I trainer says F&I pros shouldn’t fear the interest dealers are showing in combining the roles of sales and F&I. From his experience, the F&I manager remains a critical component of such a process.

Tags: AFSA Vehicle Finance Conference, F&I process, hybrid manager, sales department, Tony Dupaquier

February 2012, F&I and Showroom - Cover Story

Head of the Class

Hoy Fox Toyota Finance Director Victor Martin Del Campo poses with Dealer Principal Steve Fox and Finance Managers Ozzy Herrera, Larry Salcedo, Julio Cervantes (Hoy Fox Lexus) and Matthew McCoey.

By Jennifer Washington

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

Tags: F&I department, F&I manager, F&I menus, F&I Presentation, F&I process, F&I products, F&I sales, Finance, GSFSGroup, Gulf States Toyota

July 2009, F&I and Showroom - Feature

Turn Up F&I Profits In a Down Market!

By Ronald J. Reahard

The current market environment will definitely separate the survivors from the victims. F&I expert provides a road map for doing more than just weathering today’s economic storm.

Tags: Credit, Credit Bureaus, F&I process, F&I profit, FICO

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