The Industry's Leading Source For F&I, Sales And Technology

F&I and Showroom - Issue

January 2017

Cover Story
There's an App for That
By Eric Gandarilla

AutoGravity’s Andreas Hinrichs believes his mobile financing app can serve as the ‘digital glue’ between dealers and finance sources, delivering ready-to-buy consumers to dealer showrooms.

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

Naïve, Sloppy or Kinky?

By Gil Van Over

There isn’t much the magazine’s compliance pro hasn’t seen. In fact, he’s got a category for every type of issue he’s come across in his more than 15 years auditing deal jackets.

Ready, Fire, Aim!

By Jim Maxim Jr.

Dealer software expert makes the case for switching to an electronic menu and reaping the rewards of a swift, productive and compliant F&I process.

Addressing the Overtime Rule Delay Courtesy of iStock. 

By Dave Druzynski

The new overtime rule is on hold. Now what? Human resources expert unpacks the big decision dealers have to make this month.

Stop Abusing Bank Reps Courtesy of iStock. 

By Shaka Dyson

F&I trainer recommends changing the way you treat your auto finance partners before your production — and your professional reputation — suffers.

Balancing Act

By Melinda Zabritski

We hate to burst your bubble, but there is no bubble to burst. Auto finance expert breaks down the third-quarter results.

Relationships Matter Again Courtesy of iStock. 

By Jim Houston

With the sales pace slowing, auto finance insider believes dealer relationship management will be a top priority for finance sources in 2017.

Blog

So Here's the Deal

Ronald J. Reahard
Avoiding the AAA Objection

By Ronald J. Reahard
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard
In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Addressing F&I’s Internet Problem

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Protecting F&I’s Future

By Gregory Arroyo
The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.

Game Almost Over

By Gregory Arroyo
With the CFPB’s controversial guidance officially repealed, the editor delves into what the bureau was really after in its targeting of dealer participation.

The Repair Is Covered

By Gregory Arroyo

Change Is Happening

By Gregory Arroyo

Mad Marv

Marv Eleazer
Stop Painting Dealers With a Broad Brush

By Marv Eleazer
His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

I Love F&I. How About You?

By Marv Eleazer
His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

Is That Legal?

By Marv Eleazer

Overcome Your F&I Weaknesses

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

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

The New Stooges

By Jim Ziegler