New York Dealer Agrees to Flat-Rate Markups
ALBANY, N.Y.--Armory Nissan in Albany, N.Y., has agreed to use a flat rate for finance charges and to disclose the markup to customers, announced the state attorney general's office March 31.
The flat rate will prevent any racial discrimination in financing--a problem that has surfaced in dealerships across the nation.
"I commend Armory for enacting a new finance charge system that is groundbreaking in the industry," said Spitzer. "These reforms provide a model of fairness and good business practices that all auto dealers should try to match or exceed."
Spitzer called this a landmark agreement and plans to introduce legislation to call other New York dealerships to similar reforms. If passed, the law would make New York the first state to require flat fees and full disclosure of markups.
"The disclosures required in the legislation will aid vehicle purchasers in making informed decisions about whether to accept financing or to seek quotes from other lenders," said Spitzer.
More F&I

How AI-Powered Coaching Is Transforming F&I Performance
See how AI-powered coaching can turn F&I customer conversations into actionable insights that support compliance, performance and profitability
Read More →
Sell Value, Build Trust
In this video, Trent White explains why selling on value, not fear, builds lasting customer trust, reduces cancellations, and drives long-term success.
Read More →
F&I Sales Give Dealers First-Half Lift
Product business shored up total profits to avoid an overall revenue tanking as product penetrations held steady, StoneEagle reported.
Read More →
Targeted Training Drives Results
Today’s technology, instead of threatening F&I managers, can actually make them better, according to an industry veteran who’s watched market setbacks roil the unprepared.
Read More →
Double the Change, Double the Chance
When an F&I manager gets a customer refusal, it’s a wise move to tweak more than one thing in the product offering.
Read More →
Just Do It
F&I managers need training, but instead of resisting application or expecting perfection, they should improve by simply acting on what they learn.
Read More →
Dealer Lender Preferences Revealed
When lenders provide consistent, fast service, their overall satisfaction scores with dealers greatly improve, according to JD Power research.
Read More →
Leading with Purpose
In this video, Trent White explains how understanding your people’s 'why' is a key leadership responsibility of F&I professionals and how that mindset drives dealership engagement, trust and performance.
Read More →
Integrating Nontraditional F&I Products
The niche presents a strategic advantage for auto dealerships as they move to adapt to fast-changing consumer expectations in today’s market.
Read More →
Trust Is Personal
Technology, no matter how efficient, can’t replace what the human F&I manager can do, which is to bridge the divide between cyberspace and the in-store experience.
Read More →