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F&I and Showroom - Supplement Issue

NADA Special Edition

Cover Story
Hold Your Head High
By Tariq Kamal

F&I talks shop, politics and pride with Mark Scarpelli, president of Raymond Chevrolet and Raymond Kia, and NADA’s 2017 chairman.

Features

Busting the Technology Myth

By Nick Sennett

Income development expert says it’s not millennials who are behind the current push to digitize the F&I experience. He makes a case for keeping an open mind when it comes to the latest advancements.

Disarming Silent Saboteurs

By Tom McQueen

Unmotivated and aggrieved employees can undermine your leadership and kill your profits. Operations expert offers a comprehensive plan for preventing the next act of dealership sabotage.

Amazon: Friend or Foe? Amazon launched Amazon Vehicles in late August, billing its new portal as a “car research destination and automotive community” for car shoppers to view vehicle specs, images, videos and customer reviews for thousands of vehicles. Observers believe the e-tailer’s new research tools function much like Autotrader and Cars.com — minus the lead portion of their services.

By Stephanie Forshee

Amazon now offers consumers a vehicle research tool and a parts store. Are car sales next on the e-tail giant’s agenda?

4 Compliance Predictions for 2017

By Gil Van Over

The magazine’s compliance pro dusts off his crystal ball to offer a few predictions for 2017. If he’s correct, F&I offices could be in for a challenging year.

Blog

So Here's the Deal

Ronald J. Reahard
[Video] Selling to Short-Term Owners

By Ronald J. Reahard
The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

(Video) Selling High-Mileage VSC Plans

By Ronald J. Reahard
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Selling Warranty Compliance Plans

By Ronald J. Reahard

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Resolution Needed

By Gregory Arroyo
The editor shares some insider information regarding the industry’s efforts to get the Defense Department to reconsider last month’s interpretive rule regarding the sale of GAP and credit insurance to military consumers.

Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

Still a Work in Progress

By Gregory Arroyo

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

Mad Marv

Marv Eleazer
Chargeback Prevention

By Marv Eleazer
How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Love It or Leave It

By Marv Eleazer

G.O.Y.A.

By Marv Eleazer

On the Point

Jim Ziegler
Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler