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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

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

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

April 2009, F&I and Showroom - Feature

5 Ways to Improve Your BDC

By David Johnson

One of the quickest and easiest ways to get more customers into your store is to ensure your business development center is operating at 100 percent effectiveness.

March 2009, F&I and Showroom - Feature

15 Steps to Subprime Success

By Tom Herald

Overcoming objections, selling the customer and closing the deal is as easy as developing a solid sales process — and sticking to it.

March 2009, F&I and Showroom - Feature

On the Lot with Don Foss

By Tariq Kamal

In an exclusive interview with Special Finance, longtime Detroit dealer and Credit Acceptance founder Don Foss reflects on his experience in subprime automotive.

February 2009, F&I and Showroom - Feature

Reversing Bad Debt

By Steven Palmieri

Understanding the rules that protect customers from collectors can be the difference between closing, rehashing or giving up on your next deal.

January 2009, F&I and Showroom - Feature

How Will the Subprime Auto Finance Industry Rally?

By Jim Bass

As leading special finance lenders continue to struggle, the search for liquidity in the subprime auto finance market continues.

January 2009, F&I and Showroom - Feature

BHPH and Rent-to-Own Panel

By Editor

At the F&I and Special Finance Conference & Expo, our panel of experts weighed in on the positives and negatives of BHPH and RTO, as well as the differences between the two.

January 2009, F&I and Showroom - Feature

NADA 2009: What Will Lenders Be Talking About in New Orleans?

By Tariq Kamal

We asked subprime financing sources from across the U.S. what they thought the hot topics of conversation would be at the 2009 National Automobile Dealers Association Conference. Some of their answers just might surprise you.

December 2008, F&I and Showroom - Feature

A $37 Acquisition Fee, Then Take Over the Payments!

By Thomas B. Hudson, Esq.

Like any form of deceptive advertising, mischaracterizing your dealership and its promotions is unfair to consumers and can make you an attractive target for your attorney general.

December 2008, F&I and Showroom - Feature

How to Build a Special Finance Credit Website

By Sean V. Bradley

If your Website doesn’t offer potential customers a way to repair their credit, you may be missing out on a key part of the subprime market.

December 2008, F&I and Showroom - Feature

Planting the Seeds for Future Sales

By Denny Long

You can’t help every subprime customer who walks through the door, but you can take steps to help them in the future. Taking advantage of tax time and helping customers repair their credit is a good start.

December 2008, F&I and Showroom - Feature

Singing the Big Apple Blues

By Aaron Dalton

Our special finance insider travels to Lower Manhattan to report on how the changing credit landscape has led to tightening advances for dealers and lenders alike.

November 2008, F&I and Showroom - Feature

Implementing an LHPH Program

By Randall McCathren

Part 2 of our two-part series on new opportunities in lease-here, pay-here explores how to implement an LHPH program at your dealership and a few potential pitfalls to watch out for.

November 2008, F&I and Showroom - Feature

Double Duty in Big D

By Tariq Kamal

Dallas' Chaney family has found success in both new- and used-car sales. Their secret formula is careful planning, a focus on customer service and good old-fashioned family values.

October 2008, F&I and Showroom - Feature

Combining Special Finance and BHPH

By Rob Hagen

From the front lines to the F&I desk, maximizing profits depends on developing the right sales processes and holding your sales team — and management — accountable.

October 2008, F&I and Showroom - Feature

Filling the Leasing Gap

By Mike Sheridan

Falling residual values have convinced the ‘Big Three’ automakers and many national lenders to restrict or eliminate their leasing programs. That means dealers have an opportunity to serve the customers who are left behind.

October 2008, F&I and Showroom - Feature

Turning Compliance into Profits

By Denny Long

Many dealers see new regulations as nothing but a burden. Denny Long sees them as an opportunity to sell more cars.

October 2008, F&I and Showroom - Feature

Wanna Bet?

By Thomas B. Hudson, Esq.

Two Illinois stores are the latest in a string of dealerships to find themselves under fire from their attorney general after an ill-advised direct-mail campaign.

October 2008, F&I and Showroom - Feature

New Opportunities in LHPH

By Randall McCathren

A lease-here, pay-here program can offer dealers the same opportunity to serve the special finance market as buy-here, pay-here, often with fewer upfront costs.

September 2008, F&I and Showroom - Feature

6 Elements of a Successful Direct-Mail Campaign

By Denny Long

Break down your lead-generation and conversion process to determine where you might be falling short and how you can improve.

September 2008, F&I and Showroom - Feature

Why We Need a New Auto Finance Paradigm

By Mike Sheridan

In the current economic climate, strong dealerships are surviving by finding ways to increase profits and streamline operations, and the loan approval process should be no exception.

September 2008, F&I and Showroom - Feature

Bulletproof?

By Thomas B. Hudson, Esq.

When it comes to regulatory compliance and protection from litigation, there’s no such thing. The most effective strategy is to make your dealership as small a target as possible.

September 2008, F&I and Showroom - Feature

eContracting for BHPH Dealers

By Gregory Arroyo

Several states have already adopted electronic lien and title (ELT) initiatives, and many more are soon to follow. Industry insider Larry Highbloom tells Special Finance why DMVs across the United States are going paperless and how such initiatives will affect buy-here, pay-here dealers.

September 2008, F&I and Showroom - Feature

The Maine Attraction

By Tariq Kamal

At Maine's biggest used-car retailer, everything is bigger. That goes for its inventory, its privately owned finance company and business development center, and its focus on customer service.

August 2008, F&I and Showroom - Feature

Are Your Pants on Fire?

By Thomas B. Hudson, Esq.

Direct-mail pieces that appear to be official government correspondence may get noticed by potential car buyers, but they can draw attention from attorneys general as well.

August 2008, F&I and Showroom - Feature

Creating a Legacy

By Tariq Kamal

Buy-here, pay-here takes on a whole new meaning at Legacy Auto Sales in Henderson, Nev., where finance director Laura Nidelkoff and sales manager Jerome Sparkman offer quality used vehicles, expert service and one of the lowest interest rates in the business.

July 2008, F&I and Showroom - Feature

Lead Conversion, Part 2

By Denny Long

Still not convinced that creating an effective lead-conversion process will increase your closing ratio? Read on.

June 2008, F&I and Showroom - Feature

Gambling with Identity Theft

By Lisa Asbell

Do you know what a gambling dealer is? If not, chances are, you are one. Follow these simple steps to ensure your compliance with the latest identity theft rules and regulations.

June 2008, F&I and Showroom - Feature

Lead Conversion, Part 1

By Denny Long

Effective lead-generation strategies will bring customers into your dealership, but it’s the lead-conversion process that turns them into buyers.

June 2008, F&I and Showroom - Feature

Certified Genius

By Tariq Kamal

At Car Pros Chrysler Jeep Kia in Carson, Calif., finance director Scott Petersen has booked loans for all kinds of customers and nearly every type of vehicle. In a down market, he’s shifting his focus to the growing demand for certified pre-owned units.

May 2008, F&I and Showroom - Feature

Ventura Highway

By Tariq Kamal

At Saturn of Ventura, Carmellina Smith makes every special finance customer feel like the king of the road.

May 2008, F&I and Showroom - Feature

Run Like Hell

By Thomas B. Hudson, Esq.

If your dealership implements an LHPH or RTO program without a thorough legal review, you may get more than you bargained for.

February 2008, F&I and Showroom - Feature

Beyond Here Be Dragons

By Thomas B. Hudson

When dealers venture into the great unknown, trouble can await them around every corner

February 2008, F&I and Showroom - Feature

8 Tips for Effective Blind Calls

By Mike Snider

Follow these eight tips to help land more appointments each time your dealership picks up the phone

January 2008, F&I and Showroom - Feature

Practice Makes Perfect

By David Kelly

Successful dealers constantly work to improve their funding practices

January 2008, F&I and Showroom - Feature

Watch Your Step

By Ben Donnarumma

Not addressing problems immediately in your dealership can cause catastrophic results down the road

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