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The Digital Evangelist

The Digital Evangelist

Cox Automotive’s Mark O’Neil talks to the editor about MakeMyDeal’s future, digital retailing, and the fate of the F&I office.

June 9, 2017

High Mileage, High  Potential

High Mileage, High Potential

Things haven’t gone according to script in the used-vehicle market, but GWC Warranty’s Mike Melby believes the profit potential in the high-mileage, pre-owned space remains.

May 5, 2017

5 Tech Tools From NADA 2017

5 Tech Tools From NADA 2017

There were plenty of new innovations on display in and around NADA 2017. The editor takes you on a tour of five new tech tools aiming to help dealers land more sales and F&I opportunities.

April 10, 2017

Rising GAP Claims Reveal Troubling Trends

Rising GAP Claims Reveal Troubling Trends

GAP rates are on the rise. Insiders say dealers should welcome the increases, adding that the performance of this core F&I product points to a severe slowdown in the next 24 months.

March 9, 2017

Leading the Pack

Leading the Pack

Sam Pack’s Five Star Ford of Lewisville capped off a banner year with F&I and Showroom’s F&I Dealer of the Year award.

November 4, 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

Setting the Pace

Setting the Pace

This year’s field of F&I Pacesetters consists of operations from California, Illinois, Texas, and Wisconsin. Each boasts active management teams, pay plans that balance performance with customer satisfaction, and multilayered compliance processes.

September 2, 2016

Hanging in the Balance

Hanging in the Balance

The compliance gurus at F&I Think Tank agreed that a lot is riding on the outcome of November’s presidential elections — including the fate of the F&I department.

June 3, 2016

High Mileage, High Demand

High Mileage, High Demand

F&I product providers and agents are keeping a close eye on used-vehicle prices, which they say are trending right into the hands of F&I offices.

April 6, 2016

Connection Commerce

Connection Commerce

The editor goes one-on-one with MakeMyDeal founder Mike Burgiss, who says his company is making progress in its drive to connect car buyers to dealers online. Can he do the same for F&I?

January 11, 2016

Pressure Cooker

Pressure Cooker

Speakers at Industry Summit 2015 say regulatory pressures are forcing the industry to confront deep-rooted issues that have plagued showrooms and F&I offices.

November 12, 2015

The Torchbearer

The Torchbearer

There’s only one rule employees of Davis-Moore Automotive follow, and it propelled the 60-year-old operation to the magazine’s F&I Dealer of the Year award.

November 11, 2015

Vroom Service

Vroom Service

Vroom is one of a handful of firms attempting to prove that cars and F&I products can be sold online, with one major difference: The company was founded by former AutoNation executives.

October 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

Trust Issues

Trust Issues

The breakup between TrueCar and AutoNation stirred up old emotions and accusations, but a former TrueCar exec believes both companies will survive the dustup.

August 5, 2015