Prescreening helps match shopper, vehicle

11:45 am U.S. ET | Oct. 7, 2015
With as little information as a shopper's name and address, dealerships can prescreen consumers, getting a near approximation of their credit scores without affecting their credit profiles.

Prepaid maintenance pays off for dealerships

11:45 am U.S. ET | Oct. 7, 2015
Dealers using Fidelis' self-branded prepaid maintenance program report strong results in sales, returning customers and oversight over their outstanding cost liabilities.

VW Credit not subject to parent company's hiring freeze in wake of scandal

11:30 am U.S. ET | Oct. 7, 2015
Volkswagen Credit, the automaker’s U.S.

U.S. House panel presses Cordray on how CFPB determines lending bias

11:45 am U.S. ET | Sept. 30, 2015
CFPB Director Richard Cordray told a U.S.

Dealers: U.S., Fifth Third settlement over lending bias to curb consumer savings

11:45 am U.S. ET | Sept. 30, 2015
National dealer associations are criticizing the government’s settlement with Fifth Third Bancorp over alleged discriminatory auto lending...

How extended ownership can create F&I opportunities

12:00 pm U.S. ET | Sept. 30, 2015
Extended vehicle ownership keeps customers out of the market longer.

Trading profit today for loyalty tomorrow

12:01 am U.S. ET | Sept. 30, 2015
At Johnson Automotive, F&I managers practice the art of conversation and body language to up F&I revenue and customer satisfaction.

Dealers, lenders teach the ABCs of finance

12:01 am U.S. ET | Sept. 30, 2015
Dealers, captive finance companies and others in the industry are trying to help consumers learn good personal finance skills that in turn will help...

Captives, independents see solid gains in auto loan, lease accounts

1:00 pm U.S. ET | Sept. 23, 2015
The number of loan and lease accounts is growing faster at auto finance companies than it is at banks, helped by finance companies' lower interest...

Trust, customized pitches and visuals key to F&I sales, trainers say

12:45 pm U.S. ET | Sept. 23, 2015
To sell F&I products to wary customers, establish trust, personalize the pitch and use visuals, trainers say.

F&I profits surpass vehicle profits

12:15 pm U.S. ET | Sept. 23, 2015
Take away automakers' dealer incentives, and dealerships are averaging higher gross profits on F&I than on selling new vehicles, DealerStrong's Greg...

Steering dealership ads clear of legal pitfalls

12:01 am U.S. ET | Sept. 23, 2015
Dealerships must review all language before releasing advertisements to consumers if they don't want to find themselves under the Federal Trade...

What Sonic is doing to curtail F&I crime

12:01 am U.S. ET | Sept. 23, 2015
For the past 15 years, the most important compliance program at Sonic Automotive has been in its finance and insurance division.

No-score buyers surpass those with deep subprime scores

12:15 pm U.S. ET | Sept. 16, 2015
For the first time on record, consumers without credit scores now account for more of the new- and used-vehicle markets than do consumers with credit...

Why training should reach outside the box

12:15 pm U.S. ET | Sept. 16, 2015
Training helps F&I managers close more deals, sell more aftermarket products and, as a result, earn more money.

Pros, cons of pitching F&I products with tech tools

12:15 pm U.S. ET | Sept. 16, 2015
Using technology to provide F&I product information educates consumers, but it can also benefit dealers.

Dealers would be wise to vet F&I vendors

12:01 am U.S. ET | Sept. 14, 2015
The tale of Credit Forget It underscores the first rule of finance-and-insurance vendor vetting for dealerships: Do your own homework.

Why it's time to rethink gouging

12:01 am U.S. ET | Sept. 14, 2015
Some dealerships are overly marking up prices on F&I products, and those markups are putting a bull's-eye on all retailers' F&I sales practices,...

Prestige Financial lets consumers refinance directly

11:30 am U.S. ET | Sept. 9, 2015
Subprime lender Prestige Financial Services has begun allowing consumers to refinance their vehicles directly, bypassing the dealership.

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Mazda's Wager: Self-driving cars will be ‘disastrous’ for industry

Mazda's Wager: Self-driving cars will be ‘disastrous’ for industry

Mazda’s N.A. marketing chief Russell Wager says a lot is at risk in the rush to create self-driving cars – including brands and advertising as we know it.
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