Awareness of how and where mistakes can occur is the best way to guard against them. Establish procedures that make compliance the only way to do business.

Having a properly drafted agreement can ensure that arbitration will provide numerous benefits.

A well-run, successful dealership starts with strong management. Develop a plan and continually emphasize its importance to all employees.

Menu selling helps address payment concerns, promote full disclosure and give customers opportunities to begin improving their credit. An electronic menu...

When customers object to products on the menu, it just may be an indication they don’t yet feel they need or want the products being discussed. Learn to...

Approving applicants’ credit scores must involve mindful selection of finance sources when it comes to special finance customers.

There’s a reason why F&I managers are seeing quicker response times. See how finance companies are employing modern technology to streamline the funding...

The lack of nonprime finance companies is certainly causing headaches for some F&I managers. Word on the street is that’s about to change.

New factory-extended powertrain warranties could provide a promotional boost for vehicle service contracts (VSC). The road to profitability, however, will...

This month, F&I magazine talks to Auto Data System Inc. (ADP)’s product marketing team about new products, future challenges for dealers and about how...

Finding a winning F&I manager takes more than a gut feeling. It takes a good selection process, ongoing training and a pay plan that reinforces goals and...

With leasing showing a pulse in 2006 and automakers expected to keep the good times rolling with more attractive programs, find out how your F&I manager can...

Dealers looking to cash in on the below nonprime market need to make sure their front-end and finance department are working in unison, as sales in this...

F&I auditor goes soft, points out the seven best practices he’s seen on the front lines. Employing these tactics will be your best defense.

Failing to have a defined process for handling adverse action notices can come back to haunt you. Compliance auditor provides some insight when handling...

Growing from a regional business to a multi-billion dollar industry, the vehicle service contract business has undergone dramatic changes over the last 30...

Talk about birth by fire. Four days, two shows, about 500 photos and two notebooks crammed with notes. And out of the notes I took during the third-annual...

Did you hear the news coming out of Edmunds.com just before the holidays? Leasing increases 21 percent in 2006. It seems as though DealerTrack’s Raj...

Choosing the right service provider to improve efficiency and profitability can be risky business. Find out what this industry insider says about today’s...

Contrary to what you might have heard, the Hispanic market isn’t all that difficult to service. And with its buying power continuing to impact marketing...

With the National Automobile Dealers Association (NADA) Convention only three days away (at press time), it has been a bit of a scramble to get the March...

Approximately 26,500 attendees of the National Automobile Dealers Association (NADA)’s annual convention saw the latest and greatest, but it seemed as...

Marking its first full year, Ask Patty talks to F&I about being a forum for what women want, as well as a turnkey marketing program to make your dealership...

I’d like to start this month’s editorial by saying I won my NCAA bracket (thanks to all the losers in my group). But my win would be little solace for what...

So what’s on the menu? F&I contributor provides some of his recommendations on what today’s ideal menu looks like.

F&I contributor doesn’t think so, as he responds to recent reports linking what happened in the subprime home mortgage arena with current trends in the...

Predictions for new-vehicle sales are already dropping, and some dealers say the tax-return buying spree — which has been coming in earlier and earlier...

Ancillary products can generate as much as 60 percent of gross profit. Does your pay plan reflect that? Pay plans should reward for superior and compliant...

Getting your customer into the right car is a core fundamental of the nonprime business. Why? Because you’re not selling a car, you’re selling a credit program.

Since its 1998 purchase of subprime lender Summit Acceptance Corp., Capital One has quickly moved upstream with several major acquisitions. Ryan Schneider,...

A customer comes into a dealership $12,000 upside down. Not only did the dealership make the sale, but it sold a GAP product on the finance deal. Not bad,...

With consumers shopping for the right monthly payment, it’s no wonder loans are stretching out. But is it right for the industry? Market insider takes a...

The San Antonio, Texas-based dealer group takes haggling out of the finance office in favor of “one simple price.” Clever or crazy? You be the judge.

So, the editor in the next office gets in today (June 29) and tells me about the “Transformers” movie premiere and after party he attended the night before....

The customer’s first impression of you is a tone setter for the entire transaction. So what warning signs are you putting up? This month we explore four...

Much has been made of the ongoing data-access debate. My question is how it impacts F&I departments. Several readers have said there are other more critical...

Is it me or is just about everyone looking for that one kink in the armor of our business? Yes, blame the subprime-mortgage market all you want, but the...

F&I expert provides four ways to keep lenders from steering away profits.

Debt protection has been around since the 1980s, but today’s market challenges has the product taking on a role beyond the F&I office.

I’m really going to need a therapist after this turnaround. Like everyone, I’m looking for that silver lining in every new market report or economic news,...

Tired of seeing your credit-challenged customers turned away by the banks? Use these proven strategies to build your own portfolio, and remember there are...

The rules in the special finance game have changed, and dealers have been forced to alter the way they approach lead generation. Use these proven strategies...

Dealers and lenders who use starter interrupt devices must do so in a practical and legally compliant manner.

F&I magazine goes one-on-one with the Consumer Credit Industry Association to discuss pink-slip protection, as well as a new legislative threat to...

You know, the more things change, the more they stay the same. As much as I wish I could claim to be the first to apply that phrase to the F&I office, I...

A growing used-car and special finance customer base has created a new auto finance landscape — and new compliance issues, as well. Consult the following...

Savvy dealers have found that service clinics are a great way to market their stores to new and existing customers. Here's how to plan your next event,...

Dealers, traditional finance sources and credit unions alike have learned that there’s no point in selling vehicles if you can’t collect the payments.

What is your state’s definition of "grossly excessive" punitive damages? For one Oregon dealership, it took an exhaustive legal battle to find out.