With Great Leasing Comes Great Responsibility

With Great Leasing Comes Great Responsibility

Leasing is the industry’s rollercoaster. It rattles around the bottom of the track after risk managers pull back on leasing as a result of residual losses. It starts ascending toward the crest again as short-memoried marketing managers and manufacturers begin aggressively leasing as a way to sell vehicles. Last year’s guidance from the Department of … Read More »

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To F&I and Beyond

To F&I and Beyond

It’s OK to admit it. After a while, it’s easy for agents to let F&I professionals go through the motions when presenting a service contract. They follow the 300% rule (100% of the products, to 100% of the customers, 100% of the time), they showcase all your products, the customer accepts some, declines others, and … Read More »

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Compliance Isn’t Solely F&I’s Responsibility

Compliance Isn’t Solely F&I’s Responsibility

Just as many in the industry operate under the mistaken impression that compliance is just an “F&I thing,” many also operate under a similar mistaken impression that agents only help with training and assistance in the F&I office. I know many agents who spend a fair amount of time with sales managers on “road-to-the-sale” processes … Read More »

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Stay Safe: Your Choice of Service Providers Matters

Stay Safe: Your Choice of Service Providers Matters

Service, service providers and lip service are all connected. Starting with service, we all know the importance of service to our businesses. What are the qualities of good service? Value, trustworthiness, integrity and respect are good touchpoints. What is meant by the term “service provider”? Well, if you are a finance source, this is defined … Read More »

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Is F&I Dead? Not If You’re up for Being a Change Agent

Is F&I Dead? Not If You’re up for Being a Change Agent

I’ve always been a loyal New York Giants fan. Big Blue, as us New Yorkers call them, has always been a model professional sports franchise. The team has succeeded by focusing on leading through commitment to excellence and going about business the right way. In 2004, the franchise was in a desperate position. They were … Read More »

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Three Cs, Key Credit Determinants and Urban Legends

Three Cs, Key Credit Determinants and Urban Legends

Quickly advancing in the risk rearview mirror for a dealer is the risk of an investigation for bank fraud. As the trusted advisor to your dealer, identity theft and the risk it presents to dealers remains a very real and present danger. The threat is usually an external one. Sure, there are instances of inside identity theft jobs in the … Read More »

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Tomorrow Belongs to the Connected Agent

Tomorrow Belongs to the Connected Agent

As an agent, how are you going to survive in the next five years? Looking to the future, what confidence do you have that you will not only survive the massive technological and process changes confronting our industry but also thrive in your relationships with dealer clients? In other words, how are you going to … Read More »

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Deconstructing IRS Notice 2016-66

Deconstructing IRS Notice 2016-66

In November 2016, the IRS promulgated Notice 2016-66 designating certain microcaptive transactions to be “transactions of interest,” mandating certain reporting requirements. To be a microcaptive involves two components: “Captive” insurance is an insurance relationship between an insurer that accepts the risk of its owner or related party. Captive insurance does not properly refer to arrangements … Read More »

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