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Hold Your  Head High

Hold Your Head High

F&I talks shop, politics and pride with Mark Scarpelli, president of Raymond Chevrolet and Raymond Kia, and NADA’s 2017 chairman.

December 27, 2016

Examining the Bricks-to-Clicks Push

Examining the Bricks-to-Clicks Push

Tech vendors believe the industry needs to respond to customer dissatisfaction with the F&I process, but not everyone believes moving the process online is the answer.

October 4, 2016

6 Ways to Hire  for Success

6 Ways to Hire for Success

Hiring to get the body count up can be a recipe for disaster. Personnel expert explains why dealers and managers need to hire character first and credentials second.

May 6, 2016

Cautious Optimism

Cautious Optimism

Dealers and lender execs expressed optimism about the year ahead at the industry’s annual get-together, but they admit some trends have them concerned.

May 6, 2016

Mountain Man

Mountain Man

Meet Jeff Carlson, president of Colorado’s Glenwood Springs Ford, Glenwood Springs Subaru and Summit Ford, and the NADA’s 2016 chairman.

March 30, 2016

How Dare You!

Issuing adverse action notices for every deal can result in righteous indignation from prime-credit customers. AFIP chief offers a primer on when to send notices and when to keep them to yourself.

March 4, 2016

Your Year of Self-Discovery

The AFIP’s executive director offers a few ways F&I professionals can improve their performance and compliance acumen in 2016

January 14, 2016

Out of the Box

Out of the Box

Panelists and presenters at Industry Summit 2015 tackled online automotive retailing and what it means to move F&I out of the box and into the Digital Age.

December 9, 2015

Defusing the Biweekly Scare

Defusing the Biweekly Scare

The editor and two segment leaders met at Industry Summit to debunk the myths surrounding biweekly payments and uncover the real value of the product.

November 12, 2015

Solving the CFPB Problem

Solving the CFPB Problem

The man who has led the NADA’s regulatory advocacy efforts since 2006 believes the tide may be turning in the CFPB’s attack on dealer participation.

August 28, 2015

The Great Defender

The Great Defender

New York dealer Bill Fox brings experience, passion, humility and unwavering support for the franchised dealer model to his role as 2015 NADA chairman.

August 28, 2015

Business as Usual

Business as Usual

A Q&A with Warren Buffett and Larry Van Tuyl headlined the 2015 NADA/J.D. Power Automotive Forum, where the two executives discussed the direction of the nation’s fourth-largest dealer group post-acquisition.

May 4, 2015

No Customer,  No Sale

No Customer, No Sale

F&I managers can’t sell to customers they don’t see. The father of the F&I menu provides an action plan for convincing management that every customer must visit the F&I office at the time of sale.

May 1, 2014

Westward Expansion

Westward Expansion

As the industry recovers, California continues to serve as the bellwether state for car sales nationwide.

January 15, 2013