Blogs

ACE Space

Gil Van Over of Automotive Compliance Education (ACE) tackles your most pressing regulatory concerns...

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Done Deal

F&I and Showroom editors go beyond the headlines to uncover new stories and emerging trends in the w...

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F&I Matters

Working F&I and compliance director Lori Church has the insights and advice you need to face any cha...

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Peak Performance

Rick McCormick pushes F&I professionals to the heights of success with a focus on training, complian...

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Peak Performance•by Rick McCormick•May 16, 2019

Why the Why of F&I Matters: Part 2

Top trainer returns from a dealership tour on which he asked finance managers from across America why they chose F&I and the personal benefits they derive from their work.

Mad Marv•by Marv Eleazer•May 13, 2019

Your Pay Plan Is Not Your Job Description

His Madness says putting transparency, ethics, and the customer’s needs first is the long-term solution to the short-term problem of meeting your next monthly production goal.

Done Deal•by Tariq Kamal•May 8, 2019

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.

ACE Space•by Gil Van Over•April 23, 2019

When Sales Is to Blame for Noncompliance: Part 3

Compliance guru has the processes and auditing outline you need to avoid issues that begin in sales and at the desk, starting with discriminatory pricing.

Peak Performance•by Rick McCormick•April 18, 2019

Why the Why of F&I Matters: Part 1

You have enough training and talent to make a living in F&I, but your PVR won’t budge. Get to the next level by asking why you do this work and how your success or failure affects your customers’ lives.

Done Deal•by Tariq Kamal•April 4, 2019

Tesla and the 1% Problem

For all its missteps, Tesla Inc. finally found its footing in 2018, eking out a 1.2% market share and renewing concerns shared by established manufacturers and brick-and-mortar dealers.

Mad Marv•by Marv Eleazer•April 2, 2019

You Don’t Have to Be a Closer to Close

F&I professionals who talk more than they listen miss opportunities to let customers sell themselves. His Madness has the proof.

Done Deal•by Tariq Kamal•March 25, 2019

No Way Is the Way

Rehashing deals at the desk is a losing proposition for the business office, the dealership, and its customers. One expert says dealers and managers must act now or be forced to watch the art of F&I dwindle into obscurity.

ACE Space•by Gil Van Over•March 22, 2019

When Sales Is to Blame for Noncompliance: Part 2

Compliance guru urges dealer and F&I directors to take a hard look at the desk, where outdated practices and untamed pencils can lead to charges of discrimination.

Peak Performance•by Rick McCormick•March 8, 2019

The Empty F&I Office

Looking to kill some downtime? Top trainer urges F&I pros to hit the show floor, consult with service staff, and take care of your ‘other’ customers — including the ones you see every day.

Mad Marv•by Marv Eleazer•March 5, 2019

Play Like a Champion

His Madness wants F&I pros to achieve greatness by pushing the limits of performance, product knowledge, and customer service.

Done Deal•by Tariq Kamal•February 28, 2019

Get Out of My Store

Dealers have become increasingly vocal and organized in resistance to expensive and onerous factory-mandated facility upgrades.

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