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

F&I and Showroom - Issue

May 2017

Cover Story
The Power of Momentum
By Rick McCormick

F&I trainer says meeting the demand for daily improvement requires F&I professionals to create and capitalize on their own momentum. He lists 10 momentum-building books every F&I manager must read.

Features

High Mileage, High Potential Mike Melby, GWC Warranty

By Gregory Arroyo

Things haven’t gone according to script in the used-vehicle market, but GWC Warranty’s Mike Melby believes the profit potential in the high-mileage, pre-owned space remains.

The Silent Seminar ©iStockphoto.com/nd3000 

By Justin Gasman

F&I director advises dealership professionals to attack your work with a positive attitude and pledge to improve the workdays of those around you.

Playing With Fire ©iStockphoto.com/egdigital 

By Christian Scali and Monica Baumann

Two attorneys issue a warning about a new sales trick circulating through the industry. Their advice: If it’s too good to be true, it probably is.

Out of State, Out of Mind ©gettyimages.com/MrJub

By Jim Leman

Dealers who ignore the growing number of out-of-state buyers do so at their own peril. Operations expert offers a roundup of new technology for an emerging market.

The Evolving Market for Surety Bonds ©iStockphoto.com/AdrianHancu

By Jason O'Leary

Big changes at the state level make now a good time to evaluate your dealer bond costs and requirements.

Credit App Fraud Not a Victimless Crime

By Gil Van Over

Falsifying any of the five key credit determinants on a credit application generates a long list of potential victims inside and outside the dealership.

Blog

So Here's the Deal

Ronald J. Reahard
(Video) Have a Real Conversation

By Ronald J. Reahard
There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Combating CUs

By Ronald J. Reahard
Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.

Trading Rate for Product

By Ronald J. Reahard

(Video) Discussing the Risk-Based Pricing Rule

By Ronald J. Reahard

Done Deal

Gregory Arroyo
See You in Big D

By Gregory Arroyo
The editor offers a breakdown of Industry Summit 2017, which will feature F&I Think Tank, the Special Finance Conference, Compliance Summit, and The Best Training Day Ever.

Don’t Tune Out

By Gregory Arroyo
The editor takes you inside a conference that had digital retailing makers wooing auto finance execs.

Generationally Speaking

By Gregory Arroyo

Credit Crisis or Market Rationalization?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Doing Our Part

By Marv Eleazer
After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

There’s No ‘I’ in Team

By Marv Eleazer
His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

What’s the Rush?

By Marv Eleazer

Debating the Chargeback

By Marv Eleazer

On the Point

Jim Ziegler
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
The Alpha Dawg predicts that the latest round of technology disrupters will deliver more missed opportunities than closed deals.

Is Your Quick Lube Driving Away Business?

By Jim Ziegler

Who Shot the Dealer?

By Jim Ziegler