How to Sell GAP in a Crisis
Mounting losses have compelled many underwriters to jump ship on guaranteed asset protection, but it remains a cornerstone product that continues to perform for customers, dealers, and F&I managers.
June 4, 2019
Mounting losses have compelled many underwriters to jump ship on guaranteed asset protection, but it remains a cornerstone product that continues to perform for customers, dealers, and F&I managers.
June 4, 2019
Fears that F&I would fall victim to advancing technology and bad press appear unfounded as the segment continues to perform for dealers and car buyers.
May 8, 2019
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.
August 30, 2018
The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.
February 9, 2018
The editor shares some insider information regarding the industry’s efforts to get the Defense Department to reconsider last month’s interpretive rule regarding the sale of GAP and credit insurance to military consumers.
February 6, 2018
After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.
July 7, 2017
An F&I manager says his customers' buying and ownership habits are making it difficult to sell GAP and service contracts. The magazine's resident F&I pro has the answer.
February 5, 2016
Has the industry gone mad? The magazine’s in-the-trenches columnist fires a shot across the bow of the push toward a combined sales/F&I manager.
April 4, 2011
The Fed sure isn’t hiding its disdain for credit insurance with its proposed changes to Reg. Z. Then again, it might just be an information gap at work.
February 4, 2011
Is Sonic’s no-haggle F&I policy good for the industry? Other dealer groups have tried it, including the Gunn Auto Group in San Antonio. Find out what the editor has to say about Sonic's new pricing strategy.
August 24, 2010
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