Archive | Industry

Selling Appearance Protection

Selling Appearance Protection

As dealership reserve shrinks, the pressure is increasing on the F&I office to find other avenues to enhance and replenish overall profit margins. Shoring up dealers’ bottom line in F&I is more critical than ever before. Historically, the focus in F&I has been on big-ticket items, but as lease penetration reaches new highs and reserves … Read More »

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Plugging the Leaks in F&I

Plugging the Leaks in F&I

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 issue head on and shared their tried and true methods for turning opportunity leaks into profit. The quality … Read More »

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The Future Direction of the CFPB: Preparing for the Coming Storm

The Future Direction of the CFPB: Preparing for the Coming Storm

Attorney Rick Hackett is the former assistant director of installment and liquidity lending markets for the Consumer Financial Protection Bureau’s (CFPB) division of research. During his stint there he was considered the bureau’s point man for the auto finance industry. At the fall 2014 P&A Leadership Summit and Industry Summit in Las Vegas, Hackett shed … Read More »

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A Brief History of F&I

A Brief History of F&I

Recently I’ve been reminiscing about the changes I’ve seen in F&I over the last 40-plus years. The industry originated in the midwest, and many of the pioneering companies – or their offspring – are still in business. Initially, they sold CLAH, CLAH and CLAH. It was considered an accomplishment to obtain $100 per retail unit, … Read More »

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Competitive Targets

Steve Pearl, Bruce Osborne, Randall Rabbitt and Jay Sharpnack dissect the competition and give advice on how to win when it comes to reinsurance During one of the sessions at Agent Summit 2014, an expert panel explored what moderator Steve Pearl, president & managing principal, The Oak Group described as the “opaque” topic of reinsurance. … Read More »

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Industry Trends for 2015

Industry Trends for 2015

With the recession now in the rearview mirror, the automotive industry appears to be continuing its upward climb. Car sales are at a steady high and vehicle production was still on the rise at the end of 2014. Those who were forced to tighten their belts to survive some of the economy’s worst days are … Read More »

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