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August 2017, F&I and Showroom - Feature

Examining the CFPB’s Arbitration Rule

By Thomas B. Hudson, Esq.

Legal experts break down the Consumer Financial Protection Bureau’s new arbitration rule and how it could affect your dealership.

Tags: arbitration agreements, auto finance, CFPB, compliance, F&I products, Richard Cordray, vehicle service contracts

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

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

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

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

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

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

November 2015, F&I and Showroom - Feature

R.I.P. Payment Packing

By David Robertson

The AFIP’s executive director says it’s time to say goodbye and good riddance to a relic of F&I’s past. He explains why ‘a little wiggle room’ hurts new-car gross and puts sales at risk.

Tags: AFIP, Association of Finance and Insurance Professionals, CFPB, Consumer FInancial Protection Bureau, F&I manager, F&I products, interest rates, payment packing

September 2015, F&I and Showroom - Cover Story

Setting the Pace

By Editorial Staff

Meet the five finalist for the 2015 F&I Dealer of the Year award, the winner of which was announced earlier this month at the magazine's annual conference.

Tags: DOY Pacesetters, F&I Dealer of the Year, F&I Pacesetters, F&I products, Industry Summit

August 2015, F&I and Showroom - Feature

Price Point

By Brittany-Marie Swanson

The New York attorney general’s crackdown on an F&I product provider and the dealerships that sold its credit repair services comes at a time when federal regulators are expected to tighten the screws on add-on sales.

Tags: Attorney General, CFPB, Consumer FInancial Protection Bureau, credit repair, Eric Schneiderman, F&I products, New York, Paragon Honda

March 2015, F&I and Showroom - Feature

Trading Places

By Gregory Arroyo

Ally Financial and GM Financial are both entering new phases in their evolution, and the moves they’re making were on display at NADA 2015.

Tags: Ally Financial, F&I products, General Motors, GM Financial, leasing, vehicle service contracts

January 2015, F&I and Showroom - Cover Story

Online F&I

During Industry Summit’s “Building the Fully Online Sales Process” session, tech execs and dealer representatives spoke about the solutions connecting online customers to the in-store sales process.

By Brittany-Marie Swanson

It was a tale of two departments at Industry Summit, where dealers, technology execs and F&I trainers discussed the progress made by sales and F&I teams to convert and finance Internet shoppers.

Tags: Allstate Dealer Services, Autobytel, Black Book, Chrysler, Dealertrack, F&I products, Internet Leads, Internet Shopper, RouteOne, Safe-Guard, The Warranty Group

August 2014, F&I and Showroom - Feature

10.5 Ways to Create Customer Interest

By Rick McCormick

The magazine’s resident F&I pro thinks F&I managers can take a cue from the Duke of Wellington, who once said, ‘Wise people learn when they can. Fools learn when they must.’

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

July 2014, F&I and Showroom - Feature

Codifying Common Sense

By David Robertson

Whether you believe it or not, most rules and regulations weren’t designed to make your life miserable. The magazine’s resident compliance expert says we can only blame ourselves.

Tags: AFIP, compliance, F&I products, FEDERAL REGULATION

July 2014, F&I and Showroom - Feature

People, Process, Pay Plans

By John Lovin

Top F&I mind says there are nine components that need to be in every F&I pay plan. Not only do they provide the right motivation, they can be the key to retaining top talent.

Tags: employment, F&I manager, F&I products

June 2014, F&I and Showroom - Cover Story

Feeling the Boom

By Paul Chavez

The oil boom in North Dakota has fueled record sales for Kupper Chevrolet. And thanks to a few minor tweaks, the store’s F&I department has adapted nicely to its cash-flush clientele.

Tags: F&I manager, F&I menus, F&I products, GAP, paint and fabric, Vehicle Sales, vehicle service contracts, windshield protection

May 2014, F&I and Showroom - Feature

No Customer, No Sale

By George Angus

F&I managers can’t sell to customers they don’t see. The father of the F&I menu provides an action plan for convincing management that every customer must visit the F&I office at the time of sale.

Tags: F&I office, F&I products, Finance, NADA

April 2014, F&I and Showroom - Feature

Captives, Dealers and F&I Pay Plans

By Mick Warshaw

Dealers would do well in aligning F&I pay plans with their objectives. But as the magazine’s newest contributor explains, adding another wrinkle to F&I pay plans may not be the best thing.

Tags: Ally Financial, captive finance, F&I products, GM Financial/Americredit and Santander, Online Marketing, PRU, Web traffic

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

November 2011, F&I and Showroom - Feature

[Updated] F&I Directors Talk Shop

By Tariq Kamal

The magazine has just posted the uncut version of the ‘Mad’ Marv-led F&I directors’ panel at the magazine’s September conference. Click below to check it out.

Tags: charge-backs, Customer Interview, F&I products, Hiring, Mad Marv, special finance

November 2011, F&I and Showroom - Feature

Execs Dissect Challengers to F&I

By Jennifer Washington

Cash, leasing and adoption of technology stole the show during this year’s Executive Panel.

Tags: F&I products, GSFSGroup, IAS, Innovative Aftermarket Systems, National Automotive Experts, Resource Automotive, Safe-Guard

May 2011, F&I and Showroom - Feature

Rethinking Leasing

It’s important to make sure the customer knows leasing offers a fixed price purchase option. This structure allows the customer to capture any equity at lease end if the vehicle is worth more than the residual value.

By Randall McCathren

What if there was an F&I product on your menu that could guarantee the trade-in value of your customer’s vehicle? Leasing expert breaks down the fundamentals of this often-overlooked option.

Tags: F&I products, leasing, trade-in value

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