Webinar

Price caps for dealer reserve and F&I products, too

12:01 am U.S. ET | Jan. 22, 2014
Want to stay ahead of federal and state regulators? First, adopt price caps for dealer reserve and F&I products, then document any deviation from the caps.... Read More »

 

Webinar series looks at vital '14 F&I issues

12:01 am U.S. ET | Dec. 9, 2013
What will 2014 bring for finance and insurance managers? That will be the subject of a Webinar on Jan. 15 at 2 p.m. EST.... Read More »

 

JIM HENRY

Don't count dealer reserve out yet

12:01 am U.S. ET | July 17, 2013
There's a fair amount of opinion around that it's too soon to conclude that dealer reserve is on the way out. But perhaps few are as sure or as outspoken as attorney Randy Henrick that the practice still has traction.... Read More »

 

JIM HENRY

CFPB, FTC actions speak louder than words

12:01 am U.S. ET | July 10, 2013
While the Consumer Financial Protection Bureau barely mentioned autos, its recent actions and a big fine announced Tuesday by the Federal Trade Commission speak loudly to auto lenders.... Read More »

 

Want to boost F&I? Treat leases like loans

12:01 am U.S. ET | July 10, 2013
Dealerships that want more lease business need "to start treating leasing like you treat retail," says Sheree Rotterman, performance development consultant at Ally Financial Inc. And that extends to F&I, too, she says.... Read More »

 

JIM HENRY

Does CFPB disclosure order hint at future rules?

12:01 am U.S. ET | July 3, 2013
The recent consent orders agreed to by U.S. Bank, Dealers' Financial Services and the Consumer Financial Protection Bureau provide a hint at what disclosure forms might look like if the CFPB were to design them. And dealerships likely would not like their structure.... Read More »

 

JIM HENRY

Why women make good F&I managers

12:01 am U.S. ET | June 26, 2013
Why should there be more women behind the F&I desk at dealerships? The biggest reason is that they connect better with other women, especially female customers, said speakers this month during Automotive News F&I Week, a series of six Webinars.... Read More »

 

JIM HENRY

Is a dollar penny-ante stuff? Not to feds

12:01 am U.S. ET | June 19, 2013
To the Consumer Financial Protection Bureau, even $1 a month is too much if it's the cost of discrimination in auto lending. Even if that discrimination is completely unintentional.... Read More »

 

JIM HENRY

Why some F&I time should be spent in the box

12:01 am U.S. ET | June 12, 2013
Most F&I insiders agree that customers dread the idea of spending time in the F&I office, also known as “the box.” But the F&I office has its supporters, too.... Read More »

 

Dealerships should adopt a standard reserve for legal protection, F&I experts say

6:00 pm U.S. ET | June 12, 2013
Dealerships should adopt a standard amount for dealer reserve as part of a detailed fair lending program to protect themselves from potential lawsuits driven by federal regulators' crack down on auto lenders, experts say.... Read More »

 

How to succeed in F&I? Keep it short, simple

12:01 am U.S. ET | June 12, 2013
If you want to sell more F&I products, you should first put customers at ease, then speed the F&I process, two F&I experts say. Making the F&I sales process simple and comfortable for customers takes some finesse, including letting them know at the outset what you're going to do for them and why it will benefit them, experts say.... Read More »

 

F&I WEEK WEBINARS

24 speakers, volumes of F&I wisdom

12:01 am U.S. ET | June 3, 2013
Two dozen speakers will present during Automotive News' F&I Week. A total of six Webinars will be held over three days, June 11-13, at 1 p.m. and 3 p.m. EDT each day. Attendees will be able to ask questions from their computers during each session, and each event will be available for replay on demand. There is no charge to attend.... Read More »

 

F&I Week

'Honesty as a Strategy' and other F&I tips

12:01 am U.S. ET | May 15, 2013
F&I experts will cap F&I Week next month with a long list of takeaways. The final session of the three-day online event is called “Pros' Prime Tips: Experts Share Their Advice for F&I Excellence.”... Read More »

 

F&I Week

Living in a post-reserve world

12:01 am U.S. ET | May 8, 2013
Las Vegas dealer Tyler Corder has changed the way he does business as he braces for stricter federal limits on how much dealers can earn on customer interest rates.... Read More »

 

F&I WEEK

Reaching millennials where they socialize

12:01 am U.S. ET | May 1, 2013
Young consumers armed with mobile technology are bringing new expectations to car buying. The finance and insurance office is no exception. Two experts will help you understand the attitudes and approaches of the so-called millennial generation during Automotive News F&I Week next month.... Read More »

 

F&I Week

How to master an F&I sales presentation

12:01 am U.S. ET | April 24, 2013
As a dealership F&I director, Carl Bennett sold extended-service contracts to 70 percent of his customers. Now he's teaching the skills he practiced, as director of North American consulting for Reynolds and Reynolds. And he will kick off Automotive News F&I Week -- a free, three-day online conference -- in June.... Read More »

 

F&I Week

Please tell us: Which sales props work for you?

10:30 am U.S. ET | April 17, 2013
One store displays a jar of screws and nails to show consumers the everyday threats to tires. F&I managers at another use computer chips to illustrate how an innocent-looking little chip can generate a big repair bill if it fails.... Read More »

 

WEBINAR

On our Web site today: Selling service contracts in service lane

10:50 am U.S. ET | Dec. 5, 2012
Management buy-in is the key to success in selling extended-service contracts in the service lane, according to F&I trainer Rick McCormick. He is scheduled to conduct an Automotive News PowerTRAINING webinar today, Dec. 5, called “The Secret to Selling Service Contracts in the Service Drive,” starting at 2 p.m. Eastern.... Read More »

 

Why your lender score counts

12:01 am U.S. ET | Aug. 8, 2012
F&I managers know lenders measure car buyers against a “scorecard” that uses credit scores and other factors to decide how risky the customer is. But lenders have a “dealer scorecard” too, George Halloran, auto finance program director for the Americas at BenchMark Consulting International, told Automotive News F&I Week participants in June.... Read More »

 

Bigger pool of lenders spells opportunity

12:01 am U.S. ET | July 25, 2012
Dealership F&I managers are in the enviable position of having more auto lenders compete for their business. A few years ago, they had the opposite problem: Lenders tightened standards, and some even bailed out of auto lending entirely.... Read More »

 

4 F&I tips that work anywhere -- even Hawaii

12:01 am U.S. ET | July 11, 2012
Kelly O'Neill, finance manager for Infiniti of Honolulu, has some F&I strategies that apply just about anywhere, including one with a specific Hawaiian twist.... Read More »

 

Why F&I videos beat brochures: A dealer's view

12:01 am U.S. ET | July 3, 2012
Video is the way to go when it comes to F&I product presentations, a Pennsylvania dealer says. Bill O'Flanagan, president of Reedman Toll Auto World in Langhorne, Pa., said that in the past few years his F&I revenue per vehicle has grown to more than $1,000, from around $350, after adding video presentations and reorganizing the F&I workflow around those presentations.... Read More »

 

Don't let up on identity 'red flags,' experts say

12:01 am U.S. ET | July 3, 2012
Federal officials don't seem to be going out of their way to routinely monitor whether dealerships are complying with the Red Flags Rule, which went into effect last year, but that doesn't mean dealers can relax about identity theft.... Read More »

 

'Don't give up on cash customers,' 4 other tips from F&I experts

11:01 am U.S. ET | June 27, 2012
Integrate F&I with the rest of the dealership. Don't give up on cash or credit union customers. Those are a few of the tips from speakers at last week's Automotive News F&I Week webinar. Replays are available for free at fandiweek.com.... Read More »

 

Learn how to avoid deceptive practices -- today!

10:55 am U.S. ET | June 20, 2012
Dealers and F&I managers will have a chance to hear a government attorney spell out how to stay compliant during an Automotive News online event today. Carole Reynolds, an attorney with the Federal Trade Commission, will lead a session called “Steering Clear of Deceptive Practices.”... Read More »

 

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How a Texas Toyota store solved used-car-supply challenge

Mike Shaw Toyota in Corpus Christi, Texas, needed more used cars. But driving 150 miles to the nearest auction was time-consuming and costly. Mon., April 14
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