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Done Deal

Beyond the Sale

The editor thinks scrutiny from regulators creates a great opportunity for the industry to showcase the true value of the F&I office.

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A Change in Station

Tired of talking about the CFPB, the editor offers a few thoughts on what he thinks is a great opportunity to better connect with car buyers.

Debunking Base Payment Myths

The editor searches for the origins of a mythical menu requirement and explains how even nonexistent rules can help promote compliance.

Paper or Plastic?

The editor believes those who rail against the tablet menu are missing the point. He understands and appreciates the concerns raised so far, but he thinks the industry needs to debate something else first.

Getting 'Shopped'

A salesperson tells a customer that he won’t work a deal over the phone because he doesn’t like being ‘shopped.’ The editor doesn’t question his reasoning, just the truthfulness of his response.

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.

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.

Watch for the Newsmaker

Dealers are looking over their shoulders for signs of federal regulators, and rightly so. But the greater threat lives closer to home.