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Ally will pursue profits over market share, lender says

Ally Financial will stick with a strategy of raising rates and getting tougher on approvals in some auto-loan niches in 2017, sacrificing volume for higher margins, company executives said.


Keep F&I simple and fast, no matter the tools

It's important to remember that each consumer's priorities are different when it comes to the F&I process.

N.J. sets disclosure rules for starter interrupters

New Jersey is increasing disclosure requirements for the use of starter interrupters with subprime, used-car auto loans. But it won't tie use of the


Fully online transactions coming, but at what cost to F&I?

As the auto industry prepares for the advent of the fully online transaction, there is a specific set of challenges in the F&I arena.

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CU Direct's network climbs to No. 2 in auto loan originations

Credit unions on CU Direct's auto lending network as a group were the second-largest auto financing source in 2016, CU Direct said. Wells Fargo Dealer Services was top in auto loan originations in 2016, and Ally Financial, the 2015 leader, ranked third.

Big lenders backing off subprime loans

Some of the nation's largest auto lenders are likely to remain cautious about subprime in 2017 - especially the lower end of subprime - after hitting the brakes on the segment to varying degrees in 2016. The void could result in smaller lenders, including buy-here, pay-here dealerships, gaining share, including business from customers who can no longer find financing at new-car dealerships.

App-based GPS a hit with dealers, buyers

App-based GPS systems lead a double life. Purchased by dealers and installed on vehicles for inventory and lot management, the products also serve as a profit center when sold to consumers as security feature in the F&I department.

Store puts F&I in sales managers' hands

At McGeorge Toyota in Henrico, Va., the sales managers do the job that an F&I manager typically does -- menu-sell F&I products and arrange financing. The result is higher customer satisfaction scores, faster transaction times and a boost in revenue on both F&I and new-vehicle sales.

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