Why it's time to put F&I online

12:01 am U.S. ET | June 25, 2014

It's common practice at many dealerships to keep F&I products under wraps until customers are in the last stages of a car purchase. But is it wise? Executives from auto shopping sites AutoTrader.com and Edmunds.com say no.... Read More »

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 »


BLOG: 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 »


BLOG: 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 »


BLOG: 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 »


BLOG: 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 »


BLOG: 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 »


BLOG: 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 »


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 »


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 »


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 »

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