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Kinks Will Be Kinks

Kinks Will Be Kinks

Electronic processes won’t cure the ‘kinks’ who flout the rules and regulations governing F&I, but they will make their bad behavior easier to track.

July 7, 2017

A Wolf In Sheep’s Clothing

The magazine’s legal wiz reminds dealers and F&I pros why it’s wise to assume every customer knows the bad compliance practices you should have outlawed years ago.

July 7, 2017

Playing With Fire

Playing With Fire

Two attorneys issue a warning about a new sales trick circulating through the industry. Their advice: If it’s too good to be true, it probably is.

May 4, 2017

R.I.P. Payment Packing

The AFIP’s executive director says it’s time to say goodbye and good riddance to a relic of F&I’s past. He explains why ‘a little wiggle room’ hurts new-car gross and puts sales at risk.

November 13, 2015

10 Regulatory Hot Spots for 2014

10 Regulatory Hot Spots for 2014

The “Father of the F&I Menu” offers his list of 10 regulatory hot spots for 2014, several of which fall outside of the F&I manager’s jurisdiction.

January 21, 2014

The FTC Hits the Road

The magazine’s legal wiz questions how easily the Federal Trade Commission can shift gears from enforcement body to policy maker.

April 4, 2011

Pay-Plan Breakdown

When it comes to F&I pay plans, don’t be surprised by what you get. Compliance auditor breaks down eight commonly used pay-plan objectives and provides his take on how they impact a dealership’s goals.

May 1, 2009

Pound for Pound, Prevention Always Wins

I have the opportunity to work with several clients that provide sales and F&I training to dealers. On those occasions where I’m asked to help develop training content, I always include a section on payment packing.

November 1, 2008

Exploding the 8 Myths of F&I

Exploding the 8 Myths of F&I

Some of the long-held principles of selling F&I products no longer apply, but F&I managers may still believe these are effective techniques.

July 1, 2005

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