Today’s poor-credit customer has more financing options available to them than just Buy Here-Pay Here. Recent market conditions have reached a point where smart dealers are focusing as much on customer retention as they are on sales generation and

In the wake of fatal police shootings in Ferguson, Mo., North Charleston, S.C., and elsewhere, there is a rush to slap body cameras on every police officer in the country. Law enforcement watchdogs, activists and politicians in several cities are lea

Are your F&I providers accelerating your professionalism and efficiency, or have they become an unrecognized disadvantage to your F&I performance? This question is timely, given how fast the auto retail landscape is changing. You cannot affor

We all know that today’s automotive retailers are not part of an organized crime syndicate. However, some don’t view it that way, and are alleging that dealerships are part of a “racketeering enterprise,” leading to recent RICO claims against

Why is it that auto finance isn’t more about the auto? Let me explain the question, which I have been thinking about for some time now. The “cool” part of auto finance is the auto. It is the physical element, the reason why the borrower is borr

There’s no doubt that the greatest obstacle to success in F&I and CSI is the time it takes to complete the F&I portion of the car-buying process. From relying on technology to experimenting with hybrid sales/F&I managers, there have bee

While underwriting is known for the “three Cs” ― credit, capacity, and collateral ― corporate risk can best be boiled down to the “three Ps”: people, process, and programs. That was the message from Mark Humphrey, Tidalwave Finance Corp.�

Buyers younger than 40 are more likely to find a date on the digital hotspot Tinder than a brick-and-mortar nightclub, so you should expect them to want to engage with your F&I processes in a new, modern way also. Welcome to the world of the digi

Unrealized opportunities for profit occur all too often in the F&I office. At the recent Industry Summit in Las Vegas, John Braganini, principal, Great Lakes Companies, and Steve Veldkamp, director of training, Great Lakes Companies, faced the is