Tag Archive | "F&I"

Goebel to Pull Triple Duty at Dealer Summit


TAMPA, Fla. — Organizers of Dealer Summit have announced that Greg Goebel will lead three of the eight sessions dedicated to special finance at Dealer Summit, which will be held May 3–5, 2016, at the Sheraton Tampa Riverwalk Hotel.

“Greg’s unmatched, decades-long dedication to special finance has paid off for countless dealers and the industry as a whole,” said David Gesualdo, show chair and publisher of Auto Dealer Today and F&I and Showroom. “Dealers and dealership managers have a golden opportunity to make a wise investment in the subprime market by attending this year’s Dealer Summit.”

The president of DealerStrong will be joined by teammates and fellow trainers Harlene Doane, Shawn Foster and Wendy Reeves, each of whom will helm at least one additional SF session. Goebel said a strong subprime market, leading economic indicators and data gleaned from hundreds of dealers and finance companies all point to 2016 as the year dealers who want a competitive edge should commit to SF in a major way.

“As credit scores fall, having worked with dealers and inside dealerships, you see the frustration of sales managers and salespeople working deals to no avail,” Goebel said. “If you are not excelling in this market, you are falling behind your competition.”

In his keynote address on Wednesday, May 4, Goebel will reveal the annual results of DealerStrong’s long-running “SF Index,” which aggregates actual transaction data from more than 1,000 dealers and the nation’s leading subprime auto finance companies to create benchmarks for inventory, terms and profitability.

“Nobody has data like this,” Goebel said. “Each of the finance companies knows what their internal stats say, but they don’t know profitability from the dealer’s perspective.”

Goebel’s next session is “Finance Companies: Who’s Hot and Who’s Not,” DealerStrong’s rundown of the top-performing subprime auto finance companies. The information in this session should be of particular use to dealers who are new to the special finance segment and may not be aware of what the average transaction should look like.

“An SF manager may have a close relationship with a finance company field rep or credit analyst who wants the business but may not have the dealership’s best interest in mind,” Goebel said. “We will open their eyes as to what they can expect.”

Finally, “SF 101: The 10 Musts to Be Successful in Special Finance” will serve as a 55-minute crash course on the essential elements of a profitable SF department. Goebel said he decided to resurrect the topic for 2016 after leaving it off his annual curriculum for several years.

“So many dealers, finance managers and sales managers don’t understand the basics of SF,” he said. “We’re going to roll through the 10 critical components, how they relate to each other and what they would look like optimally.”

Having served as the industry’s leading special finance expert and trainer since 1989, Goebel has observed countless cycles of prosperity in the segment. He said the aforementioned economic indicators and a surge in interest from dealers of all stripes, including those who represent highline brands, has convinced him that 2016 will be a make-or-break year for experienced and rookie SF dealers alike.

“You can never quit learning,” Goebel said. “If you quit learning, you go backward.”

Registration for Dealer Summit is now open at the event’s website. Attendees who register by April 1 will enjoy a $100 early-bird discount. For information about exhibition and sponsorship opportunities, contact David Gesualdo via email hidden; JavaScript is required or at 727-947-4027.

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National Auto Care Corp. Adds to Product Portfolio to Meet Agents’, Dealers’ Business Needs


WESTERVILLE, Ohio – Westerville OH-based National Auto Care Corp. markets F&I products through its national network of independent agents. According to CEO Tony Wanderon, the company’s core focus is increasing these agent partners’ profitability by providing unique F&I product offerings and personalized sales support.

For 2016, National Auto Care Corp. has introduced several products to its expansive F&I product portfolio, including: Tire and Wheel Protection, Windshield Protection Product Limited Warranty, and Theft Deterrent Product Limited Warranty.

“National Auto Care has built this new Tire & Wheel Protection product in response to agents and dealers that have requested a program with flexible, inclusive pricing and service terms. We are proud to be able to provide a tire and wheel product that includes terms up to 84 months to accommodate the current consumer trend towards longer lease and purchase terms,” said Wanderon.

The National Auto Care Tire & Wheel product is available for new and used vehicles. Consumer-friendly benefits like Towing, Emergency Roadside and Substitute Transportation make the National Auto Care Tire & Wheel product an easy sell in the F&I office as well as a dealer loyalty and satisfaction driver.

The windshield has become an important structural element in today’s lighter, more fuel-efficient vehicles. National Auto Care has responded to this evolution in vehicle design by introducing a Windshield Protection Product Limited Warranty, available for both new and used vehicles.
The Windshield Protection program includes the application of an approved windshield protection product and a limited warranty that protects the consumer should the windshield protection product fail. The limited warranty covers windshield repair and/or replacement depending on damage size and location, with no deductible due from the consumer and no limit on services during the term of the warranty.

National Auto Care’s new Theft Deterrent Product Limited Warranty helps agents and dealers offer consumers a product recommended by consumer publications and law enforcement agencies alike. This new product offers the protection of a theft deterrent product combined with the security of a limited warranty to help the customer recover should auto theft occur. The Theft Deterrent Product Limited Warranty is available with either a 3- or 5-year term, and customers can select from 3 levels of total loss benefits as well as a partial loss benefit of up to $1,000.

Both the Windshield Protection product and Theft Deterrent product allow dealers the flexibility of choosing a relevant product of their choice, or ordering supplies from National Auto Care’s preferred provider.

“What makes each of these new products special is the service that agents and dealers can expect when they work with National Auto Care,” Wanderon said. “Our personal service and dedication to the agent relationship are well known in the industry. I look forward to seeing our agent partners and their dealer clients enjoying increased sales and profits with these new products.”

For more information on National Auto Care’s Tire & Wheel Protection product, Windshield Protection Product Limited Warranty, or Theft Deterrent Product Limited Warranty, visit NationalAutoCare.com or contact the National Auto Care client relations team at 800-548-1875, option 4.

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50th F&I Product Administrator Signs On With F&I Admin


CHICAGO – F&I Administration Solutions, LLC (F&I Admin), North America’s leading provider of software solutions for the administration of F&I products, announced today that it has added it’s 50th product administrator to the company’s steadily growing customer base. This milestone marks a significant achievement for F&I Admin and confirms its leadership position in the automotive and powersports F&I industry.

Since purchasing the company in 2009, F&I Admin has achieved exponential year on year growth – building its customer base from 7 to 50, integrating to over 60 menu and other partners and enhancing its SCS Auto software to continually expand its solutions and services without compromising on flexibility and ease of use. Over 5 million new transactions were processed through the SCS Auto system in 2015.

“F&I Admin differentiates itself from competitors by consistently evolving and updating its software and services,” said Kumar Kathinokkula, COO of F&I Admin. “This constant growth of the breadth and depth of our functionality ensures that we are always appealing to an ever growing list of potential customers. This is one of the major drivers of the rapid pace at which customers are signing up with us.”

“We are very proud of this moment in F&I Admin’s history,” added David Trinder, CEO of F&I Admin. “Companies who select F&I Admin are looking for a partner that is dedicated to the complete customer experience but is still agile enough to adjust to this ever-changing industry. Our continued growth is a direct result of F&I Admin’s ability to deliver to this expectation.”

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Dealer Summit 2016 to Host F&I Think Tank


TAMPA, Fla. — “Created by and for F&I pros” is how organizers of Dealer Summit 2016 described F&I Think Tank, a preshow event for F&I managers and directors scheduled for Tuesday, May 3, at the Sheraton Tampa Riverwalk Hotel. The one-day program will be staffed by the industry’s top F&I trainers, producers and compliance experts.

F&I Think Tank was created in partnership with Ethical F&I Managers (EFI), a more than 5,000-member Facebook group created by F&I and Showroom’s “Mad” Marv Eleazer. The goal was to recreate the information exchange that happens daily in EFI by offering several open forum-type sessions that will allow attendees to share ideas and techniques, pose tough-to-handle customer objections or situations to top trainers, and have access to the industry’s leading compliance experts.

“I’m very excited about what we’ve put together,” said Gregory Arroyo, editorial director for F&I and Showroom and Auto Dealer Today. “With Marv’s assistance, I think we’ve created an event that F&I managers have been waiting for. It will blend F&I training and compliance education in a 20 Group-like setting.”

The preshow event will feature some of the top F&I producers in the country, including past F&Idol winners G.P. Anderson of Park Rapids, Minn.-based Thielen Motors and Dina Wilson of Cumberland, Md.-based Timbrook Automotive. The latter will moderate an all-female panel of F&I producers, who will share their stories of success and frustration in a male-dominated industry.

One of the open forum-type sessions includes “Shark Tank,” which will allow attendees to test the skills of the industry’s top trainers while learning about the latest objection-handling and closing techniques. The same setting will be applied to “Busting Compliance Myths,” a session that will allow attendees to get their top compliance questions answered by the industry’s top legal minds.

F&I Think Tank, which opens at 9 a.m., will feature eight sessions in all, and will be followed by a special reception at The Tampa Club, an exclusive club located in the heart of downtown Tampa.

“I created Ethical F&I Managers as not only a resource for the men and women manning the F&I office, but also a place where F&I managers can connect with other pros who face the same daily challenges and stresses of the job,” said Eleazer, who also serves as F&I director at Langdale Ford in Valdosta, Ga. “When the team at F&I and Showroom magazine said they wanted to create an event for EFI members and other F&I pros to connect, I was all for it. And I think we’ve put together one heck of a program.”

F&I Think Tank is included in the price of a full show pass to Dealer Summit 2016, a three-day event offering sessions dedicated to sales, F&I, special finance and compliance. For more information or to register, click here.

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Cox Automotive Enters F&I Product Business


ATLANTA — Cox Automotive is getting into the F&I business. The company announced today it has acquired a minority interest in SilverRock Holdings LLC, which is majority owned by Ernest Garcia and Ray Fidel of DriveTime through a separate company, Oreno Holdings Inc. The transaction closed on Dec. 31, 2015.

According to officials, Go Financial and NextGear Capital affiliated dealers will soon be able to offer SilverRock Holdings F&I products, which include vehicle service contracts (VSC), GPS-based theft-recovery products, GAP and auto insurance.

“Our stake in SilverRock Holdings supports our goals of delivering the types of products and services that dealers need to grow and compete. The aftermarket vehicle ancillary products industry is highly fragmented,” said Brian Geitner, president of Financial Services and NextGear Capital. “This partnership will offer GO Financial and NextGear Capital affiliated dealers a greater variety of services, creating a one-stop approach and a more efficient transaction for retail customers.”

SilverRock owns the following warranty and insurance companies: VSC administrator and obligor SilverRock Automotive, online insurance agency SilverRock Insurance, and property and casualty insurance provider BlueShore Insurance Co.

“This new arrangement with Cox Automotive is a result of our close collaboration and mutual desire to offer our clients what they need and want to succeed,” said Garcia, who serves as chairman of DriveTime and majority owner of equity partner Oreno Holdings LLC. “Our deep knowledge of the subprime vehicle market and independent dealers pairs well with Cox Automotive’s expansive products and services across the automotive ecosystem.”

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FTC Proposes Survey of Consumer Experience in Financing Auto Purchases through Dealers


The Federal Trade Commission has announced plans to conduct a survey of consumers regarding their experiences in buying and financing automobiles at dealerships, reports JDSUPRA BUSINESS ADVISOR.

According to the supplementary information in the notice soliciting comments on the proposed survey, the survey “is intended to inform the [FTC] about current consumer protection issues that may exist and that could be addressed through FTC action, including enforcement initiatives, rulemaking, or education.” The survey will involve in-person interviews of consumers located by a survey research firm, who had purchased an automobile from a dealer in the previous six months and used financing offered or arranged by the dealer to make the purchase.

The interview subjects must have kept the credit documentation he or she received as part of the financing transaction. After conducting five sample interviews to test the survey questionnaire, the FTC plans to interview 40 consumers, with the option to interview 40 more if it deems additional interviews are likely to be helpful. The FTC wants approximately half of the initial 40 consumers to have “prime” credit scores and the balance to have “subprime” credit scores.

The areas on which the interviews will focus include:

  • the consumer’s experience in shopping for and selecting an automobile;
  • the process of agreeing to a price for the automobile;
  • the trade-in process, if applicable;
  • the consumer’s experience in obtaining financing;
  • additional products or services offered by the dealer;
  • post-purchase contacts between the consumer and the dealer; and
  • the consumer’s overall perception of the purchase experience.

The FTC is soliciting comments in advance of seeking clearance for the survey from the Office of Management and Budget. Comments will be due on or before 60 days after the FTC’s notice is published in the Federal Register.

In addition to its authority to enforce the FTC Act’s general prohibition of unfair or deceptive acts or practices, the FTC has authority to enforce various other consumer protection regulatory statutes against auto dealers, including the Truth in Lending Act, the Consumer Leasing Act, and the Equal Credit Opportunity Act (ECOA). In recent years, the FTC has been aggressively using such authority by bringing enforcement actions against auto dealers for deceptive advertising and other allegedly unlawful practices.

During 2011, the FTC conducted three motor vehicle “roundtables” at which panelists discussed consumer protection issues related to the selling, financing, and leasing of motor vehicles. In connection with the roundtables, the FTC requested and received public comments on specific consumer protection issues. The FTC also has produced consumer education materials concerning vehicle purchasing and financing, including an informative booklet “Understanding Vehicle Financing,” it produced in cooperation with the American Financial Services Education Foundation and the National Automobile Dealers Association.

With the FTC now signaling its intent to step up its involvement in regulating the practices of auto dealers, the Consumer Financial Protection Bureau (CFPB) should reconsider its extra-jurisdictional efforts to regulate auto dealers through actions against assignees of retail installment contracts. Those actions have been strongly criticized by Congress. In November 2015, the House of Representatives passed H.R. 1737, the “Reforming CFPB Indirect Auto Financing Guidance Act,” which would nullify indirect auto finance guidance that the CFPB issued in March 2013. Also in November 2015, Republican members of the House Financial Services Committee released a Staff Report that is highly critical of the CFPB’s automotive ECOA enforcement initiative with respect to what the guidance characterized as “dealer markup.”

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