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It’s the Process, Stupid

It’s the Process, Stupid

A dealership’s Red Flags process is a clear indicator of how its overall compliance quotient stacks up against stores that never let a notification go by.

August 12, 2019

Sales Compliance and the Red Flags Rut

Sales Compliance and the Red Flags Rut

When sales managers habitually ignore Red Flags warnings, your customers’ identities and the dealer’s wallet are both left vulnerable. Here’s how to break the habit.

July 9, 2019

4 F&I Scenarios That Can Lead to Bank Fraud

4 F&I Scenarios That Can Lead to Bank Fraud

Expert lists four all-too-common situations in which failing to understand underwriting guidelines or falsifying required stips — by dealership or finance source personnel — can constitute not just noncompliance but outright fraud.

June 13, 2019

Proper Desking Prevents Payment Packing

Proper Desking Prevents Payment Packing

Despite improved industry education and a slew of regulatory enforcement actions, packing payments remains a popular pursuit at dealerships around the nation. Here’s how to prevent this highly illegal practice before it starts.

May 21, 2019

When Sales Is to Blame for Noncompliance: Part 3
When Sales Is to Blame for Noncompliance: Part 2
When Sales Is to Blame for Noncompliance: Part 1

When Sales Is to Blame for Noncompliance: Part 1

Why is it called ‘F&I compliance’ when most concerns arise in the showroom? Expert lists three common issues created by uninformed or undisciplined salespeople and sales managers.

February 26, 2019

Play 11-on-11 Football

Play 11-on-11 Football

Are you putting your full compliance team on the field? Expert urges every manager and staff member to do their part to prevent the dealership from committing costly penalties.

January 10, 2019

Stop Grossing Up Fixed Incomes

Stop Grossing Up Fixed Incomes

Dealer-lender agreements and federal regulators all have something to say on the subject of income inflation, and ignoring those guidelines can create a compliance nightmare.

December 21, 2018

The Federales Are Watching

The Federales Are Watching

There is a palpable sense of relief among dealers at the end of the CFPB era, but the FTC, DOJ, and state attorneys general are actively taking up the once-feared bureau’s cause.

November 13, 2018

The Big Menu Debate

The Big Menu Debate

The magazine’s resident compliance pro weighs in on one of F&I’s big debates: Is the F&I menu a sales or compliance tool?

September 6, 2018

Slurs, Cussing, and Misnomers

Slurs, Cussing, and Misnomers

Master the F&I language by eliminating three groups of inappropriate, inaccurate, and legally explosive words from your vocabulary.

May 31, 2018

The ‘Please Do Not Call’ Rule

The ‘Please Do Not Call’ Rule

The federal Do Not Call Registry is not without its flaws, but dealers are nonetheless bound by its rule. Compliance expert offers a primer for sales and BDC managers.

May 7, 2018

But the Dude Can Sell!

But the Dude Can Sell!

Overlooking past misdeeds and criminal convictions to land top-performing salespeople puts dealers at risk of losing everything when risky hires revert to old habits.

April 4, 2018

Dealer Fines and How to Avoid Them

Dealer Fines and How to Avoid Them

Compliance guru outlines the simple steps every dealer must take to avoid violations of federal OFAC, Used Car, Red Flags, and IRS standards — and the steep fines that accompany them.

March 12, 2018