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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

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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

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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