Jeep Wrangler pickup should be in stores by April 2019, dealers hear

Fiat Chrysler dealers learned in their make meeting Friday that the long anticipated Jeep Wrangler-based pickup the automaker is working on should be in showrooms by next April.

Tension surrounds Hyundai meeting

The good vibes from Hyundai's course correction in the truck market could be tempered by lingering frustration over Genesis.

Auto lending landscape forecast to change

Even a modest rise in interest rates, plus tighter lending standards, could impact consumers' vehicle choices, sales and production volumes, dealers' inventory acceptance and lenders' loss risk, experts say.

Train sales staff to gauge customers’ budgets

Make sure your sales team knows how to fit the car to the customer in terms of affordability, suggests Hollis Goode of EFG Cos. “Train your team to ask qualifying questions about the customer’s driving habits, employment status and ballpark the budget before test driving a vehicle,” he said. That way, customers won’t be disappointed when they arrive in F&I and discover they can’t afford the payments.

House bill would change CFPB structure

A bipartisan House bill introduced Monday could change the Consumer Financial Protection Bureau's single-director leadership structure into a bipartisan commission.

Sonic bullish on F&I outlook

Sonic Automotive's F&I gross profit per retail unit set company records last year on strong ancillary product sales. The company expects even more gains as it gets "the right training" and processes in place.

Scan a car, get pre-qualified

Capital One is previewing an augmented reality tool that enables customers to scan any car, receive personalized finance information and locate nearby dealerships in seconds.

Master leasing so customers don't miss out

F&I managers should study leasing, even if they are in an area where leasing is less prevalent, such as the West Coast, advises Kevin Cullum, president of Nissan Motors Acceptance Corp. “Make yourself completely knowledgeable of leasing so you can give your customer a proper education,” he said. “If it's a product they have not educated themselves on, they have missed an opportunity.”

Is globe-trotting trainer finally settling down?

Tony Troussov is a familiar face among dealerships as a finance and insurance trainer. But what retail insiders may not know is that when he immigrated to the U.S. from Russia with just $50 in his pocket, his American dream did not include working in the car business.

Experts split on service selling F&I products

Even when F&I and service departments have a collaborative relationship, many dealerships face a decision: Let service advisers market and sell F&I products in the service drive or leave product sales to the F&I department.

Focus on products lifts service business

After the Consumer Financial Protection Bureau cracked down on auto lenders for potentially discriminatory practices related to dealer reserve, dealerships began prioritizing F&I product sales over reserve. For many stores, a side benefit of the shift has been a boost in service business.

F&I and service must be a team, experts say

A team effort between the F&I office and service department can reap significant benefits for the dealership. But tension or ignorance between the two can hurt the store, experts say.

Training in claims pays off in happy customers

When service advisers don't know how to file claims on F&I products, customers often lose faith in the F&I products and the dealership. With so much at stake, most F&I product providers have clear training procedures to keep service advisers informed on products and claims.

Average rate on new-car loans at 8-year high

Last month, the average interest rate on a new-vehicle loan reached its highest level since the third quarter of 2009, as federal rate increases made last year trickled down to vehicle finance, Edmunds said.

Balance of auto loans linked to synthetic fraud soars

The outstanding balance on auto loans linked to suspected synthetic identity fraud more than tripled from 2012 to 2017, according to TransUnion. But the credit bureau and other companies are launching products aimed at helping lenders identify synthetic identities before approving loans.

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