Gil Van Over

Columnist

Articles•by Gil Van Over•March 31, 2020

F&I Meets Alternative Credit Scoring

New methods to qualify car shoppers could help your dealers sell more vehicles and F&I products, but alternative credit scoring is not without its pitfalls.

ACE Space•by Gil Van Over•March 17, 2020

Compliance Isn’t Just for the Finance Office

We should call it transaction compliance, rather than F&I compliance.

Articles•by Gil Van Over•February 28, 2020

How to Implement a Compliance Management System

Agents can and should help dealers design, install, and enforce their federally mandated CMS. Luckily for everyone involved, the instructions are freely available.

ACE Space•by Gil Van Over•February 27, 2020

Shortcuts and Compliance Are Not Complementary

Compliance expert lists four shortcuts no sales or F&I professional should take in 2020. Spoiler alert: Forging the customer’s signature is still a federal crime.

ACE Space•by Gil Van Over•December 5, 2019

Is Your Salesperson Running a CRO?

Entrepreneurial salespeople are the rock stars of auto retail, but if their side hustle is a credit repair organization, they are creating a major liability for the dealership.

ACE Space•by Gil Van Over•November 11, 2019

Consumers Don’t Always Tell the Truth

For all the dispersions cast on sales and F&I professionals, legal actions against dealerships are frequently the result of lying customers.

ACE Space•by Gil Van Over•October 3, 2019

Yesterday’s Standards Are Today’s Felonies

The shady practices dealers and F&I professionals once bragged about are now landing many in jail. Compliance expert lists three forms of fraud you can eradicate immediately.

ACE Space•by Gil Van Over•September 10, 2019

F&I Meets a New-Age Dr. Frankenstein

Synthetic identity theft is wreaking havoc among American retailers. Compliance guru offers a buyback prevention checklist for dealers and F&I professionals.

ACE Space•by Gil Van Over•August 12, 2019

It’s the Process, Stupid

A dealership’s Red Flags process is a clear indicator of how its overall compliance quotient stacks up against stores that never let a notification go by.

ACE Space•by Gil Van Over•July 9, 2019

Sales Compliance and the Red Flags Rut

When sales managers habitually ignore Red Flags warnings, your customers’ identities and the dealer’s wallet are both left vulnerable. Here’s how to break the habit.

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