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Special Finance®

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March 2018, F&I and Showroom - WebXclusive

How to Build Your BK Business

By Denny Long

Expert lists the resources and processes dealers and special finance managers must put in place to serve recently bankrupt customers.

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

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

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

July 2014, F&I and Showroom - Feature

Market on the Move

By Melinda Zabritski

The auto finance industry broke new ground in several reporting categories in the first quarter. But not all records are meant to be broken.

Tags: Auto Leases, delinquencies, Experian, Experian Automotive, First Quarter, loan originations, Melinda Zabritski

July 2014, F&I and Showroom - Cover Story

Click to Enter

Sun Toyota, which has operated along the Gulf Coast of Florida for 37 years, is well known for its state-of-the-art facility and no dealer fee policy.

By Justina Ly

Not all dealers had today’s Internet customer in mind when they joined the digital revolution. For Sun Toyota, the Great Recession was all the motivation it needed.

Tags: Business Development Center, Dealer Websites, Finance, Internet Leads, Online, Toyota

October 2013, Auto Dealer Today - Feature

LHPH Residual Affects Tax Depreciation

The U.S. Tax Court was the site of a major decision pertaining to a dispute between a leasing company and the IRS. The case was heard more than 40 years ago, but the standard used to determine the victor still applies today.

By Nathan King

Tax expert delves into the lease-here, pay-here business. He explains why closed-end leases do not guarantee tax depreciation.

August 2013, Auto Dealer Today - Feature

It’s a Win-Win-Win

By Greg Goebel

Special finance guru breaks down his process for desking a deal that works for you, your customer and the finance company. He also delves into lender relations and more.

Tags: approval-to-book ratio, Deal Structuring, Dealertrack, finance company, regional finance specialist, rehashing the deal, RouteOne, special finance win win

July 2013, F&I and Showroom - Feature

Check the Stubs

By Greg Goebel

Fraudulent paystubs are a serious threat to your dealership and the trust you’ve built with your finance companies. Special finance guru warns that such incidents are on the rise, and customers aren’t the only guilty parties.

Tags: automotive, dealer, fraud, Greg Goebel, pay stubs, salary, special finance

June 2013, F&I and Showroom - Feature

Capturing the Special Finance lead

By Greg Goebel

Special finance expert explains how he would spend his advertising dollars to attract credit-challenged customers in today’s market.

Tags: Greg Goebel, marketing, special finance, web marketing

August 2012, F&I and Showroom - Feature

Steps to the SpiFi Interview

By Aaron Dalton

F&I managers must decide for themselves whether the customer interview is advisable or expendable, but the magazine’s subprime insider says it’s mandatory for special finance managers.

Tags: Aaron Dalton, Customer Interview, F&I manager, SpiFi

May 2012, F&I and Showroom - Feature

Facts, Anyone?

By Tom Hudson

Stories about dealer practices that harm consumers are prevalent, but the facts seem to be difficult to come by.

Tags: CFPB, compliance, FTC, Hudson Cook LLP

March 2012, F&I and Showroom - Feature

As Good As Used

Manheim’s trio of (L-R) Sandy Schwartz, Tom Webb and Joe George was on hand to deliver Webb’s annual used-car report and demonstrate several new, web-oriented auction tools.

By Tariq Kamal

The secondary retail and finance markets didn’t dominate the headlines in 2011, but used cars and subprime lending are key to continued growth in the year ahead.

Tags: Auction Genius, Auto Credit Express, CarFinance Capital, J.D. Power and Associates, Manheim, Originations, special finance, subprime, used vehicles, used-vehicle financing, used-vehicle sales, used-vehicle values

March 2012, F&I and Showroom - Cover Story

Updating F&I

By Gregory Arroyo

Connecting F&I to the digital world was the talk at the annual dealer and lender conventions last month, and opinions varied on what the F&I office of the future will look like.

Tags: Bank of America, Chase, Dealertrack, Generation Y, Group 1 Automotive, iPad, iPad Business Applications, J.D. Power and Associates, Mobile Applications, Mobile Website, NADA, NADA Convention and Expo, Reynolds & Reynolds, social media, SOCIALDEALER, Wells Fargo

January 2012, F&I and Showroom - Feature

All Lanes Open

By Melinda Zabritski

The auto finance industry is surging after a third quarter in which all lending segments increased their originations for the high-risk tiers.

Tags: Auto Loans, delinquencies, Experian, Finance, leasing, loan originations, Originations, special finance

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

Industry Summit: Finance Execs Discuss Market Trends

Experian Automotive’s John Gray warned of the potential dangers of finance sources once again getting caught up in a race for market share.

By Gregory Arroyo

The auto finance marketplace is heating up, but executives from six top finance sources said there’s more at play than simply a race for market share.

Tags: Bank of America, Capital One Auto Finance, Experian, Finance, GM Financial, Indirect Lending, Industry Summit, Industry Summit 2011, lender strategies, subprime, TD Auto Finance, Toyota Financial Services, Wells Fargo

October 2011, F&I and Showroom - Feature

2Q Analysis: Below-Prime Goes Prime Time

By Melinda Zabritski

In the second quarter, finance sources continued their drive down into the high-risk credit tiers and consumers continued to pay on time. But the magazine’s resident finance insider wonders how long those trends can continue in this month’s review of quarterly auto finance trends.

Tags: Credit, Credit Scores, deep subprime, delinquencies, Experian, nonprime, special finance, subprime

October 2011, F&I and Showroom - Cover Story

Setting the Pace

(L-R): Steve Veldkamp, Jodi Nicholson, Raymond Borg and Gary Allgeier on one of The Suburban Collection’s lots.

By Gregory Arroyo

Meet the seven finalists for F&I Dealer of the Year, the winner of which will be profiled in the magazine’s November issue.

Tags: DOY Pacesetters, F&I Dealer of the Year, F&I Pacesetters, Industry Summit 2011

August 2011, F&I and Showroom - Feature

Character Development

The “Captain Credit” Facebook page has garnered 349 friends since Haddad Dealerships’ finance director, Chris Cochran, launched it in 2008.

By Tariq Kamal

Chris ‘Captain Credit’ Cochran struck gold for Haddad Dealerships with a social media promotion that grew into a standalone special finance department.

Tags: AmeriCredit, dealer, Exeter Finance Corp., F&I manager, Finance, Santander Consumer USA, social media, special finance

August 2011, F&I and Showroom - Feature

Ending the Cycle

By Jim Bass

Things are looking up for the below-prime segment, but our analyst warns that there still may be trouble ahead for the finance companies and dealers who serve that segment.

Tags: AmeriCredit, buy-here, CarFinance Capital, Finance, Flagship Credit Acceptance, GM Financial, NABD, nonprime, pay-here, Prestige Financial, special finance, subprime, Wells Fargo

August 2011, F&I and Showroom - Feature

A New Breed

By Gregory Arroyo

CarFinance Capital is new to the auto finance world, but the people behind the nonprime/subprime finance source are not. The editor gets the skinny.

Tags: CarFinance Capital, deep subprime, Finance, nonprime, subprime, Triad Financial

March 2011, F&I and Showroom - Feature

Ready to Charge Ahead

Ally Financial’s Tim Russi, Mercedes-Benz Financial Services’ Dietmar Exler, Toyota Financial Services’ George Borst and GM Financial’s Dan Berce weighed in on the current state of the auto finance industry.

By Gregory Arroyo

It’s clear that lenders and dealers are feeling good about the road ahead. The two sides met at the 2011 Vehicle Finance Conference to reaffirm the importance of their relationship.

Tags: AFSA, AFSA Vehicle Finance Conference, Ally Financial, Finance, GM Financial, Mercedes-Benz Financial Services, Toyota Financial Services

February 2011, F&I and Showroom - WebXclusive

Web Exclusive: Borgmann to Lead Capital One Auto Finance

By Tariq Kamal

Capital One has named Kevin Borgmann as the new president of its auto finance unit. In an exclusive interview with F&I and Showroom, he shared his goals for Capital One Auto Finance in 2011 and beyond.

Tags: Capital One Auto Finance

February 2011, F&I and Showroom - Cover Story

Climb to the Top

RBM North sells Mercedes-Benz brand accessories, such as hats, T-shirts and teddy bears, at its boutique.

By Justina Ly

RBM North overcame an undeveloped market and stiff competition to become one of the top-rated high-line dealerships in the greater Atlanta area.

Tags: inventory, marketing, Mercedes-Benz, online reputation management, search engine optimization, web marketing

February 2011, F&I and Showroom - Feature

F&I's 10 Commandments

By Rick McCormick

Starting out in F&I is never easy, but the magazine’s resident expert lays out a game plan to get F&I ‘newbies’ off on the right foot.

Tags: Customer Service, F&I products, objection handling, Sales Tactics, Tips for Success

February 2011, F&I and Showroom - Feature

Product Placement

IAS offers its software free of charge to dealers who sell its products. Here's a look at SmartMenu Complete's e-rating (top) and deal entry screens (bottom).

By Gregory Arroyo

Should the base payment be displayed on the menu? Officials with IAS offer their take on that hot-button question and more.

Tags: F&I menus, F&I products

February 2011, F&I and Showroom - Feature

Go Long!

After first serving as Longmont Ford's new-car sales manager, Greg Alore took the reins of the store's special finance department. The result? Fewer duplicate leads, more sales and more referrals.

By Tariq Kamal

At Longmont Ford, Greg Alore relies on a roster of lenders, lead providers and satisfied customers to help his special finance team rack up hall-of-fame numbers.

Tags: special finance

February 2011, F&I and Showroom - Feature

Pay Plan Reboot

By Lon Leneve

The Department of Labor is gearing up. The question is, will your pay plans be ready? Here's a primer to help you get them up to speed.

Tags: Payment Plan

February 2011, F&I and Showroom - Feature

Brave New World

By Michael Benoit

The fed and consumer advocates are at it again. The magazine’s legal expert tackles the latest attacks on finance reserve and spot deliveries.

Tags: Federal Trade Commission, Finance, spot delivery

January 2011, F&I and Showroom - Feature

Direct Mail Mounts a Comeback

By Tariq Kamal

Mailers were the first line item scratched from many dealers’ advertising budgets during the downturn. Marketing ace says it’s time to add them back.

Tags: DealerLink, mailers, special finance

January 2011, F&I and Showroom - Feature

Doors Open for Below-Prime Buyers

By Melinda Zabritski

In the third quarter, subprime originations increased for the first time since the credit crisis. F&I’s auto finance analyst breaks down the results.

Tags: special finance, subprime

December 2010, F&I and Showroom - Feature

It’s Tax Season

By Rob Hagen and Justina Ly

Here’s a short primer to help you take advantage of what could be the best time of year for special finance: tax season.

Tags: marketing, special finance, tax and title fees

December 2010, F&I and Showroom - Feature

The Untapped Market

Phil Long Ford’s Diana Winston currently rolls about 45 special finance deals a month, half of which are for BK customers.

By Gregory Arroyo

The bankruptcy segment is growing by leaps and bounds, and insiders say there’s a group of lenders just waiting to help dealers cash in on this niche market.

Tags: special finance, subprime

December 2010, F&I and Showroom - Cover Story

Uncommon Courtesy

Courtesy Chevrolet's General Manager Jack Grimley.

By Gregory Arroyo

Jack Grimley is helping Courtesy Chevrolet recover from one of the worst economic stretches in San Diego history. His secret? Keep it simple.

Tags: Customer Service, dealer, Internet Leads, sales department

November 2010, F&I and Showroom - Cover Story

The Great Debate

Panelists during the “Building Value in Today’s F&I Presentations” field questions from the audience. The hour-long discussion did feature some debate as to what makes for the ideal menu, but panelists focused more on connectivity and selling features rather than menu design.

By Tariq Kamal

From DMS integration to Excel spreadsheets, our panel debated the key elements of an effective menu presentation and how it can drive profits.

Tags: F&I Conference & Expo, F&I menus

November 2010, F&I and Showroom - Feature

Clicking Into a New Reality

Andrew Koblenz (right), general counsel for the NADA, introduces keynote speaker Stephen Wade, the association’s 2011 chairman.

By Gregory Arroyo

Is it time for change? All three keynoters at the magazine’s annual conference said the industry has no choice, and each offered his views on how it can happen.

Tags: AutoNation, F&I Conference & Expo, JM&A Group, NADA

November 2010, F&I and Showroom - Feature

F&I’s Role in the New Economy

Heather Haynes of JM&A Group said the F&I office should get involved early with every type of buyer.

By Gregory Arroyo and Justina Ly

Is it time for the F&I manager’s role to expand? Industry experts offered their advice for handling the post-recession consumer.

Tags: consumer confidence, F&I Conference & Expo, internet sales, social media

November 2010, F&I and Showroom - Feature

Special Finance Coming Back Slowly

By Editorial Staff

Leading subprime lending executives joined Jim Bass to discuss how they — and their dealers — are navigating the changing special finance landscape.

Tags: F&I Conference & Expo, special finance

November 2010, F&I and Showroom - Feature

Dissecting Financial Reform

The magazine’s Legal columnist answered some questions about the Dodd-Frank legislation — and raised several more of his own — during an hour-long presentation at the F&I Conference and Expo.

By Editorial Staff

The magazine’s Legal columnist answered some questions about the Dodd-Frank legislation — and raised several more of his own — during an hour-long presentation at the F&I Conference and Expo.

Tags: F&I Conference & Expo, financial reform, Michael Benoit

November 2010, F&I and Showroom - Feature

Direct Marketing Takes Center Stage

The direct-to-consumer panel session was moderated by (left to right) VisionMenu’s Ron Martin and included Ristken’s Patrick DeMarco, APCO’s Larry Dorfman, CNA’s Jay Sharpnack, the AFIP’s David Robertson and NAC’s Pete Biscardi.

By Editorial Staff

Industry leaders offered their thoughts on whether direct-to-consumer marketing has a place inside dealerships.

Tags: F&I Conference & Expo, marketing, Service Contracts

November 2010, F&I and Showroom - Feature

Navigating Healthcare Reform

By Christian Bergstrom

Expert breaks down healthcare reform’s first wave of requirements and offers some insight on what to expect in 2011.

Tags: compliance, healthcare reform

November 2010, F&I and Showroom - Feature

Leasing and the Customer Rebate

By Tom Hudson

When it comes to leasing, not all agreements and programs are alike, so make sure you’re not trying to fit a square peg into a round hole.

October 2010, F&I and Showroom - Feature

Is That Legal?

By Michael Benoit

Can you raise the price of a vehicle to cover a high bank fee? Get that answer and more from the magazine’s legal expert.

Tags: Federal Trade Commission, Legal, Michael Benoit, Truth in Lending Act

October 2010, F&I and Showroom - Cover Story

The Winning Formula

F&I Director Tom Wilson (left) said he was convinced to join Riverside Auto Group after Tim Dagenais (right) told him, “We’re a family company. We put more value in family and in people than we do in profits.”

By Gregory Arroyo

If you’re curious as to how Riverside Auto Group earned this year’s F&I Dealer of the Year award, the late ‘Papa’ Dagenais’ friends and family will be happy to fill you in.

Tags: DOY Winners, F&I Dealer of the Year

October 2010, F&I and Showroom - Feature

The ‘No-Haggle’ Way

Richard O'Connor, Sonic Automotive's vice president of F&I

By Justina Ly

Sonic is hoping to double its F&I sales behind a new pricing strategy. The magazine talks to the group’s top F&I exec to get the details.

Tags: F&I products, Payment Plan, product margins, Sonic Automotive

October 2010, F&I and Showroom - Feature

Hope in Sight for High-Risk Tiers

By Melinda Zabritski

Things are still challenging for below-prime customers, but the middle tiers are beginning to show signs of life, Experian Automotive reveals.

Tags: average term, Credit Scores, deep subprime, delinquencies, Finance, nonprime, prime financing, subprime, superprime

October 2010, F&I and Showroom - Feature

Dissecting the Meet-and-Greet

By Gerry Gould

Meeting customers in the showroom might not be for everyone, but the benefits often outweigh the negatives. Training expert provides his take.

Tags: CSI

August 2010, F&I and Showroom - Feature

Charting the Recovery

By Jim Bass

The magazine’s resident finance expert points out the good, the bad and the ugly about the recovery. He then offers his take on what lending sources are really saying these days.

Tags: AmeriCredit, Auto ABS, NAF Association, SEC, special finance, TALF

August 2010, F&I and Showroom - Feature

Ready to Capitalize

By Gregory Arroyo

The magazine goes one-on-one with the head of Capital One Auto Finance to find out where the company stands and where it hopes to be in the second half.

Tags: Capital One Auto Finance

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