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F&I Is Stronger Than Ever

F&I Is Stronger Than Ever

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

GAP Suffers Another Setback

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

Turning 100

The editor reflects on his decade-long connection to the industry and the 100-year-old association that drives it.

December 27, 2016

We Are Ready

The editor looks back at some of the positives that came out of the Great Recession and explains why that painful period has the industry prepared for whatever the future holds.

April 6, 2016

Outing the CFPB

The House Financial Services Committee’s decision to release confidential CFPB documents was a big win for the industry. But will it be enough to stop the bureau’s attack on dealer participation?

January 11, 2016

Change in Programming

The editor travels to the magazine’s annual conference with news that one of his key insiders landed on the CFPB’s watch list.

November 15, 2013

4.5 Success Drivers for 2013

Now that the big annual convention has passed, it’s time to assess what was learned and how we can put it to work immediately. The magazine’s resident sales strategist weighs in.

March 20, 2013

Unified Front

Regulators are looking at our business, but the editor doesn’t think we have anything to fear — that’s if we’re ready to become part of the solution.

March 20, 2013

The PVR Question

The editor wonders if there’s a better way to accurately gauge the level of success achieved in the F&I office.

September 14, 2012

F&I Is Not the Problem

Study after study points to a disconnect between Gen Y and the F&I office, but the editor thinks it’s time for dealers to come to the defense of their most profitable department.

August 7, 2012

Generationally Speaking

Generationally Speaking

From outrage over factory-mandated image programs to TrueCar, ‘Da Man’ delves into the hot-button issues on dealers’ minds at NADA 2012.

March 12, 2012

F&I Takes Center Stage

Establishing a better connection between the F&I office and today's Internet customer was top of mind at this year's annual dealer conference. Word in the aisle ways is that solutions aimed at doing just that will be hitting the market this summer.

February 6, 2012

The MEETING

I have a couple of house cleaning items to get to before I tell you about a very important MEETING taking place March 8-9 at the Las Vegas Hilton.

February 1, 2011

Inside the Sale

Sales success isn’t always about what you know; it’s about how you think. Expert lays out a plan of action for sales, management and dealers.

January 24, 2011