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F&I and Showroom - Issue

Features

F&I Pacesetters: Bob Moore Subaru

By Gregory Arroyo

The F&I team at Bob Moore Subaru of Oklahoma City is proving every day that Subaru buyers are F&I product buyers. Now their in the running for F&I and Showroom's F&I Dealer of the Year award.

F&I Pacesetters: Cecil Atkission Motors Richardson describes the group’s sales and F&I processes as ‘predictable,’ meaning the organization values consistency and demands a high level of professionalism and courtesy in sales and F&I.

By Gregory Arroyo

For the last 25 years, the six-rooftop, Kerrville, Texas-based dealer group has operated under the belief that ‘When products are similar, the dealer makes the difference.”

F&I Pacesetters: Nyle Maxwell Family of Dealerships Nyle Maxwell Family of Dealerships operates four stores in the Austin-Round, Texas, area.

By Gregory Arroyo

Mike Wilson has worked for a number of organizations since he started selling cars in 1985, and none have made him more proud to be in the business than the Nyle Maxwell Family of Dealerships. Now the Texas-based group is in the running for the magazine's F&I Dealer of the Year award.

F&I Pacesetters: Hoehn Carlsbad Buick GMC Cadillac Flanking F&I managers Megan Phillips and Richard Thorton are group F&I Director Josh Sherman (l) and store General Manager Jerry Brummet. The group has high expectations for its F&I producers, which is why candidates must have worked in another area within the organization and attended “Hoehn University.” The eight-week course, which is led by general managers from each of the group’s stores, covers a number of topics related to ethics and compliance.

By Gregory Arroyo

To become an F&I manager at this Carlsbad, Calif.-based Buick-GMC-Cadillac store, candidates must complete an eight-week course addressing a number of topics related to ethics and compliance. The dealership is in the running for the magazine's F&I Dealer of the Year award.

F&I Pacesetters: Zumbrota Ford Zumbrota Ford is a 19-year-old dealership located in a small Minnesota town of the same name

By Gregory Arroyo

Dealer Steve Johnson knows how quickly word spreads when you operate in a small town. That’s why reputation means more than profitability at his Zumbrota, Minn.-based Ford store. It's in the running for the magazine's F&I Dealer of the Year.

F&I Pacesetters: Prince Automotive Group Last year, the group’s F&I teams generated $5 million in revenue, about 60% of which was made from product income and the rest from reserve.

By Gregory Arroyo

Prince Automotive Group is proof that operating high-performance finance departments while maintaining the highest level of ethical practices is possible. Now it's in the running for F&I and Showroom's F&I Dealer of the Year award.

F&I Pacesetters: Bob Moore Buick GMC The Oklahoma City dealership is part of the 14-store, Bob Moore Automotive Group, which has two stores in the final round of the magazine’s F&I Dealer of the Year contest.

By Gregory Arroyo

Bob Moore Buick GMC is a process-driven machine, but that’s just one of the reasons the Oklahoma dealership’s F&I department is putting up big numbers. It's in the running for F&I and Showroom's F&I Dealer of the Year award.

Blog

So Here's the Deal

Ronald J. Reahard
Help! My Dealership Is Packing Payments

By Ronald J. Reahard
Top trainer comes to the rescue of an F&I manager who fears an antiquated, discredited, and deceptive sales tactic has taken root at his store.

Sharing the Profit

By Ronald J. Reahard
After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

Menus Don’t Work Miracles

By Ronald J. Reahard

Avoiding the AAA Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Red Flags Alert

By Gregory Arroyo
The editor believes recent regulatory activity should serve as a warning to dealers who haven’t dusted off their Red Flags compliance programs in the years since the rule took effect.

GAP Suffers Another Setback

By Gregory Arroyo
The editor reveals the truth behind an NPR report critical of the industry’s efforts to undo the Military Lending Act guidance that put the brakes on GAP sales.

Car Buyers Need F&I

By Gregory Arroyo

Protecting F&I’s Future

By Gregory Arroyo

Mad Marv

Marv Eleazer
Readers Are Leaders

By Marv Eleazer
Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.

Comply Like Nobody’s Watching

By Marv Eleazer
His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

'We Never Buy This Stuff'

By Marv Eleazer

Stop Painting Dealers With a Broad Brush

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