Easy does it when selling F&I products

11:00 am U.S. ET | Nov. 25, 2015
Dealers, when selling F&I products, don’t count pressuring the customer as an effective sales technique. Too much pressure to buy F&I products leads to slightly lower close rates.

Car payment holidays hurt consumers, lender warns

11:00 am U.S. ET | Nov. 25, 2015
Consumer auto payment holidays aren't all they're cracked up to be. Though it can be a helpful bit of cash in the short-term, it will hurt borrowers financially in the long run, subprime lender Prestige Financial warns.

U.S. House passes bill revoking CFPB auto lending guidance; Senate, Obama pose hurdles

12:01 am U.S. ET | Nov. 25, 2015
A bill that would limit the U.S.

Gen Y's surprising yen for add-ons

11:45 am U.S. ET | Nov. 18, 2015
Younger consumers are just as likely as their older counterparts to buy finance and insurance products, a J.D. Power and Associates study finds.

Auto loans outstanding surpass $1 trillion, delinquencies hold flat; 'no score' segment improves

11:45 am U.S. ET | Nov. 18, 2015
Auto loan balances reached $1.

Obama opposes U.S. House bill on auto financing

10:14 am U.S. ET | Nov. 17, 2015
The Obama administration opposes a U.S.

Millennials' appetite for auto loans rising

12:45 pm U.S. ET | Nov. 11, 2015
Despite concerns over millennials' lack of interest in vehicle ownership, they are buying and financing vehicles, says CU Direct, which links credit...

Using ‘thought tracks’ to build trust, F&I sales

11:45 am U.S. ET | Nov. 11, 2015
Scripted F&I interviews or casual customer conversations? That’s the choice F&I managers are beginning to face as they look to build trust with...


Compliance starts with the dealer

11:45 am U.S. ET | Nov. 11, 2015
Karen Klees, certified consumer credit compliance specialist at EFG, advises dealers to install a written F&I compliance process and to train...

Props push up F&I product profits at store

12:01 am U.S. ET | Nov. 9, 2015
To sell F&I products, Steve Ward, business manager at Marion Toyota, uses parts and repair orders as props to show customers why it's important to...

Auto loan balances reach all-time high

1:45 pm U.S. ET | Nov. 4, 2015
Strong U.S. light-vehicle sales pushed outstanding auto loan balances to an all-time high in the third quarter.

Ally sees progress, gains despite GM setback

1:00 pm U.S. ET | Nov. 4, 2015
Despite an overall drop in auto originations resulting from a loss of some GM business, Ally's third-quarter financial results were positive, Ally...

Publics see F&I gains in Q3, buoyed by add-on sales

1:45 pm U.S. ET | Nov. 4, 2015
An increase in F&I product penetration helped all six public new-car dealership groups to reap third-quarter gains in F&I revenue per vehicle...

Ally Financial profit slumps on lower auto loans

8:55 am U.S. ET | Oct. 29, 2015
Ally Financial's third-quarter profit fell 37 percent as it earned less money from its core auto lending and dealer financing operations.

F&I managers’ pay slightly tops that of sales managers, study shows

11:00 am U.S. ET | Oct. 28, 2015
F&I managers at new-car dealerships didn’t earn significantly more in compensation in 2014 than sales managers, new data from the National...

AutoNation, Group 1, Sonic post F&I gains

2:15 pm U.S. ET | Oct. 28, 2015
Large public new-car dealership groups AutoNation, Group 1 Automotive and Sonic Automotive reported improved F&I revenue per vehicle retailed in the...

GM Financial's global lease originations surge 252%

11:30 am U.S. ET | Oct. 21, 2015
GM Financial's worldwide lease originations soared to $6.2 billion during the third quarter, a 252 percent climb from the year earlier period.

Captives may have lending edge as rate hike looms

11:30 am U.S. ET | Oct. 21, 2015
As federal interest rate hikes loom, banks are lending more conservatively out of fear that with higher interest rates, consumers' lending risk will...

Asbury, Lithia boost per-vehicle F&I revenue

11:30 am U.S. ET | Oct. 21, 2015
Asbury Automotive Group and Lithia Motors, two of the nation's six large public new-car retailers, reported increases in profits per vehicle retailed...

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GM's Barra: Tapping into ideas from Silicon Valley

GM's Barra: Tapping into ideas from Silicon Valley

General Motors CEO Mary Barra comments on lessons from mom; girls who shy away from math; slicing a 10-page policy down to two words; tapping millennials to erase stupid habits; taking regular trips to Silicon...
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