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Software & Technology

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August 2018, F&I and Showroom - Feature

Fixing the F&I Time Delay

By Demetrios Lahiri

Self-selection tools can reduce your average turn, accelerate deliveries, and improve F&I production.

Tags: American Financial & Automotive Services, Customer Experience, Darwin Automotive, digital retailing, F&I manager, online F&I, transaction times

July 2018, F&I and Showroom - Cover Story

Sales in the Blink of an Eye

The Blinker app’s image recognition technology allows users to stand behind a vehicle and snap a photo to receive details like year, make, model, approximate mileage, estimate value, and most of the vehicle’s equipment.

By Stephanie Forshee

Blinker’s P2P ecommerce technology isn’t designed to pose a threat to car dealers. In fact, the company could be working with manufacturers and dealerships in the near future.

Tags: Ally Financial, Blinker, digital retailing, GAP, mobile app, online F&I, private-party sales, Vehicle Service Contract

July 2018, F&I and Showroom - Feature

Your Showroom Is the New Amazon

©gettyimages.com/Natali_Mis

By Travis Wise

Dealer tech expert has a process for converting your new-car operation into an Amazon-like online marketplace.

Tags: digital retailing, inventory management, new-vehicle sales, profit margin, used-vehicle sales

July 2018, F&I and Showroom - Feature

Moving F&I Online

By Cheryl Miller

Dealer software expert makes the case for following your customers online and adopting a fully digital transaction.

Tags: auto finance, Dealertrack, digital retailing, F&I manager, F&I process, online F&I, software, technology

June 2018, F&I and Showroom - WebXclusive

3 Factors Impacting 2018 Auto Shipping Costs

By Max Matev

Transportation and shipping expert identifies three reasons auto transportation costs are up this year.

Tags: Auto Transport, inventory management, Max Matev, MIG Auto Transport, used-vehicle sales

May 2018, F&I and Showroom - Cover Story

Transparency Wave Rolling Into F&I

More than 500 exhibitors lined the aisles inside the Las Vegas Convention Center for the National Automobile Dealers Association’s annual convention and exposition, which was held March 22-25. (Photo Courtesy of NADA)

By Gregory Arroyo

Digital retailing invaded the Las Vegas Convention Center in late March for NADA 2018, but its arrival did little to bring clarity to F&I’s cloudy future.

Tags: Carvoy, Cox Automotive, DealerSocket, Dealertrack, Dent Wizard, digital retailing, ELEAD1ONE, online F&I, Protective Asset Protection Division, Reynolds & Reynolds, Roadster

May 2018, F&I and Showroom - Feature

Cause for Concern: CEOs Take the AFSA Stage

Fielding question posed by Charlie Vogelheim (left) during the 2018 Vehicle Finance Conference’s CEO panel were (from left) Ravi Raghu, president of Capital One Auto Finance; Rich Morrin, president of Chrysler Capital and auto relationships for Santander Consumer USA Inc.; Rich Hyde, COO of Prestige Financial Services; and Dan Berce, president and CEO GM Financial. (Photo courtesy of AFSA)

By Jim Henry

Executives representing leading auto finance sources gathered at the American Financial Services Association’s 2018 conference to discuss the present and future consequences of inflated lease returns, declining used-car values, and rising interest rates.

Tags: American Financial & Automotive Services, auto finance, Capital One Auto Finance, Chrysler Capital, Fiat Chrysler, General Motors, GM Financial, J.D. Power, Lease, Prestige Financial

May 2018, F&I and Showroom - Feature

Death by Uber: Regulators React

At the National Automobile Dealers Association’s annual convention this past March, Waymo CEO John Krafcik told attendees he was confident Waymo’s technology would have avoided the fatal accident in Tempe, Ariz. (Photo courtesy of NADA)

By Christian Scali and John Swenson

Attorneys analyze the Arizona fatality involving an autonomous vehicle being tested by Uber and how the tragedy impacts the push for AV going forward.

Tags: Autonomous Driving, connected car, driverless car technology, Uber, Waymo

May 2018, F&I and Showroom - Feature

The ‘Please Do Not Call’ Rule

By Gil Van Over

The federal Do Not Call Registry is not without its flaws, but dealers are nonetheless bound by its rule. Compliance expert offers a primer for sales and BDC managers.

Tags: compliance, Do Not Call, Federal Trade Commission, Robocalls

May 2018, 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

April 2018, F&I and Showroom - Feature

The ’90s Called: They Want Their Presentations Back

Photo via Getty Images. 

By Lloyd Trushel

Are you still rolling out the old NASCAR close? F&I insider says F&I offices need to get with the times and ditch those ‘Buy it now or bad things will happen’ pitches.

Tags: Customer Experience, Customer Loyalty, Customer Service, F&I Menu Presentation, F&I Presentation, F&I Technology, F&I training

April 2018, F&I and Showroom - Cover Story

F&I in the Era of Digital Darwinism

Phillip Battista is the CEO of Darwin Automotive, an online F&I selling tool. 

By Gregory Arroyo

Darwin Automotive’s Phillip Battista has some strong opinions about digital retailing and online F&I, and he worries some providers — and their dealers — may soon find themselves in legal peril.

Tags: Darwin Automotive, Ecommerce, Mobile Applications, Online Marketplace

March 2018, F&I and Showroom - Feature

7 Reasons to Embrace Mobile F&I

By Alan Campbell

Car buyers no longer rely on the dealership as their sole source of information about F&I products. Trainer offers seven reasons forward-thinking dealers are meeting customers in the mobile marketplace.

Tags: digital retailing, F&I manager, F&I menu, F&I training, online F&I, Showroom, tablet menu, technology

March 2018, F&I and Showroom - Cover Story

The Laboratory: Wade Ford Tests Connected Cars

Customers of Wade Ford are introduced to and offered the opportunity to purchase SAVY, a dealership-branded mobile app with a long list of driver- and dealer-facing features. 

By Tariq Kamal

Steve Ewing loves the car business, and he is willing to try any new program, tool or process that will help Atlanta’s Wade Ford keep pace with the changing demands of car buyers.

Tags: APCO, connected car, EasyCare, F&I product, SAVY, Showroom

March 2018, F&I and Showroom - Feature

Don’t Let the Deal Ruin the Sale

©gettyimages.com/AndreyPopov

By Keith Whann

Compliance expert lists four steps dealers and F&I professionals can take to fill the gaps in your documentation process and prepare your dealership for regulatory inquests.

Tags: Audit, auto finance, compliance, dealer compliance

March 2018, F&I and Showroom - Cover Story

A War on Many Fronts

(Photo courtesy of the NADA)

By Tariq Kamal

NADA chairman and Michigan dealer Wes Lutz takes the association’s helm during a time of transition and conflict at the factory, retail and legislative levels.

Tags: auto finance, compliance, Donald Trump, Fully Autonomous, mobility, NADA Chairman, National Automobile Dealers Association, Wes Lutz

March 2018, F&I and Showroom - Feature

Time to Reimagine Co-Op Marketing

By Ben Carcio

Digital marketer says co-op marketing is outdated and ineffective, noting that the most effective brand and dealer partnerships use local advertising to drive customers into showrooms.

Tags: co-op advertising, digital marketing, marketing, Showroom

March 2018, F&I and Showroom - Feature

Finding the Right Match

By Dave Druzynski

Hiring expert says talent scouts can learn a lot from online dating profiles. He explains how to punch up your job ads to tell the dealership’s story and create genuine excitement among job-seekers.

Tags: Auto/Mate Dealership Systems, Dave Druzynski, Hiring, hiring manager, human resources, job advertisement

February 2018, Auto Dealer Today - WebXclusive

Shift Your Service Brand to Drive Customer Loyalty

By Colleen Harris

Marketing expert offers a three-point plan for capturing and engaging service-bound customers in today’s highly competitive environment.

Tags: CDK Global, Google, parts and service, SEO, service marketing

February 2018, F&I and Showroom - Feature

The Right Approach to Adverse Action Notices

By Gil Van Over

Compliance expert gets into the weeds on adverse actions. He explains why you must send a notice to every affected customer, and breaks down your choice of processes.

Tags: Adverse Action Notice, auto finance, compliance, Equal Credit Opportunity Act, Fair Credit Reporting Act

February 2018, F&I and Showroom - Cover Story

The Rise of Subscription Services

By Michaela Kwoka-Coleman

Automakers are dipping their toes in the subscription waters, but dealers and some industry watchers are skeptical about the business model’s lucrativeness and its ability to attract customers.

Tags: auto finance, Book by Cadillac, Boston Volvo Village, Care by Volvo, Fair, Flexdrive, George Bauer, Ioniq Unlimited, Porsche Passport, Subscription Service, Village Automotive Group

February 2018, F&I and Showroom - WebXclusive

Q&A: Why You Mishandle Your Best Leads

By Tariq Kamal

Digital Air Strike’s Alexi Venneri discusses the results of the company’s latest mystery-shopping study and how dealers can improve the timing and quality of their responses.

January 2018, F&I and Showroom - Feature

Dealers and the On-Demand Economy

Gettyimages.com/NicolasMcComber

By Mark Thomas

What will your store do when softening demand turns into a showroom crisis? Mobility expert says the on-demand revolution offers plenty of opportunity for resourceful dealers.

Tags: Mobile Applications, rental fleet, Test Drive, Uber

December 2017, Auto Dealer Today - WebXclusive

Your Dealership in 2018: Resolve to Innovate

By Keith Crerar

Learn how going mobile, rethinking social media, tracking customers, and exploring new apps and sales tools can bring true innovation to your dealership in 2018.

December 2017, F&I and Showroom - WebXclusive

Drive Motors Is in the Holiday Spirit

By Michaela Kwoka-Coleman

Car buyers remain active throughout the holiday season, and Drive Motors wants to help dealers capitalize on that engagement.

December 2017, F&I and Showroom - WebXclusive

Navigate the Three Pillars of Econtracting

By Jason Barrie

Dealers who resist econtracting are falling behind. Use this primer to get up to speed on an F&I solution that will pay dividends for your finance office and your customers.

December 2017, F&I and Showroom - Cover Story

Tap to Lease

By Brittany-Marie Swanson

Honcker’s Nathan Hecht took his dislike of the typical leasing process and turned it into a mobile app that’s delivering ready-to-go deals to dealers in eight states and an experience studies show customers want — even when it comes to F&I.

Tags: digital retailing, Honcker, Mobile Applications, online F&I

December 2017, F&I and Showroom - Feature

Perfect Storm

By Tariq Kamal

Industry Summit’s executive panel convened to discuss and debate the effects of Hurricane Harvey, the status of the used-car and subprime markets, the GM mandate, and the digitization of the F&I process.

Tags: auto finance, digital retailing, Disclosures, GAP, General Motors, guaranteed asset protection, Hurricane Harvey, new-vehicle sales, online F&I, SAAR, Subprime Financing

December 2017, F&I and Showroom - Feature

REAL ID Has Arrived

(U.S. Air Force Graphic/James Rainier) 

By Gil Van Over

January marks the first implementation deadline for the federal REAL ID Act. Compliance expert outlines the law, its requirements, and two potential issues facing dealers.

Tags: auto finance, compliance, REAL ID Act, Red Flags Rule

November 2017, Auto Dealer Today - WebXclusive

Find Technology That Supports Your Winning Strategy

By Paul Whitworth

Arm yourself with the three questions every dealer should ask of every technology provider.

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

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

October 2017, F&I and Showroom - Cover Story

Bridging the Digital GAP

By Scott Hendriks and Vincent Weir

Once the king of the car-buying process, dealers are under attack in today’s Digital Age. Industry insiders believe auto finance sources hold the key to restoring order.

Tags: auto finance, digital marketing, digital retailing, direct lending, Indirect Lending, online F&I

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

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 - Feature

Disbanding the 'Seven Car Club'

By Reuben Muinos

Sales expert lists three tasks dealers must complete to rid their showrooms of underperforming sales pros.

Tags: Business Development Center, DealerSocket, digital retailing, internet department, Internet Leads, Internet Shopper, Showroom

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

Missed Calls, Missed Sales

By Erik Nachbahr

Despite today’s digital drive, call volumes at dealerships continue to rise. Dealership tech expert breaks down the two biggest phone problems that drive customers away.

Tags: Business Development Center, Car Buyers, internet department, Internet Leads, Showroom

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 - Feature

Defining the Edealership

By Gil Van Over

Evolving times require evolving minds. Compliance expert offers a case study to help conceptualize the concept of converting brick-and-mortar dealerships into internet sales hubs.

Tags: digital retailing, econtracting, edealership

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

May 2017, F&I and Showroom - Feature

Out of State, Out of Mind

©gettyimages.com/MrJub

By Jim Leman

Dealers who ignore the growing number of out-of-state buyers do so at their own peril. Operations expert offers a roundup of new technology for an emerging market.

Tags: Department of Motor Vehicles, electronic lien and titles, F&I Technology

May 2017, F&I and Showroom - Feature

The Evolving Market for Surety Bonds

©iStockphoto.com/AdrianHancu

By Jason O'Leary

Big changes at the state level make now a good time to evaluate your dealer bond costs and requirements.

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 - 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

February 2017, F&I and Showroom - Feature

Treat Red Flags Like Subprime Stips

By Gil Van Over

Well-meaning F&I managers can unwittingly clear a Red Flag before it is actually cleared. Compliance expert has a simple plan to button up your documentation process.

Tags: compliance, F&I manager, Red Flags Rule, Stips, subprime

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

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