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F&I and Showroom - Issue

August 2017

Cover Story
The Connected-Car Opportunity
By Gregory Arroyo

Two major players in the aftermarket telematics space are attempting to do what others have failed to achieve: carve out a profit opportunity for dealers in today’s connected-car evolution.

Features

Setting Up the Edesk

By Gil Van Over

Continuing with his noble effort to define the edealership, the magazine’s resident compliance pro explains why the desking process is ripe for digitization.

Examining the CFPB’s Arbitration Rule

By Thomas B. Hudson, Esq.

Legal experts break down the Consumer Financial Protection Bureau’s new arbitration rule and how it could affect your dealership.

Disbanding the 'Seven Car Club'

By Reuben Muinos

Sales expert lists three tasks dealers must complete to rid their showrooms of underperforming sales pros.

6 Legal Challenges for California Dealers

By Alejandro David Szwarcsztejn

California auto dealers and their employees are on a litigation collision course. Attorney lists six problem areas to discuss with counsel.

Navigating the Finance Triangle Getty Images

By Dale Patten

Success or failure in F&I usually comes down to one thing. Development specialist explains what that is and how it can keep your dealership out of the dreaded finance triangle.

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With the CFPB’s controversial guidance officially repealed, the editor delves into what the bureau was really after in its targeting of dealer participation.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