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Pull That Trigger
Trigger leads are an effective way to capture in-market car buyers who may have been turned down for financing at another store.
Owners Jill and Jeffrey Merriam are a brother-and-sister team at Key Hyundai. Photo: Lisa Cascone The Dealer for the People
Jill Merriam set out to change the car business mentality, and her ‘Dealer for the People’ campaign and experiments with personnel and processes have paid dividends for Key Hyundai.
Photo: ©ISTOCKPHOTO.COM/KZENON Launching Special Finance: Part Three
With a fully operational SF department, the DealerStrong team shifts their focus to finding, selling and financing customers.
Launching Special Finance: Part Two
The DealerStrong team digs in at Champion Motors and finds a few surprises, including a freshly installed CRM.
Prequalify Your Customers Online
An online, soft-pull prequalification process could help dealers sell more cars faster and satisfy new demands from consumers and regulators.
Launching Special Finance: Part One
Welcome to Part One of a six-part series of articles about the launch of a startup special finance operation at an already successful independent dealership on the fringe of a major U.S. metro market.
Solving the CFPB Problem
The man who has led the NADA’s regulatory advocacy efforts since 2006 believes the tide may be turning in the CFPB’s attack on dealer participation.
NADA Chairman Bill Fox’s ascendance to dealership and association leadership was largely happenstance, he says. The Great Defender
New York dealer Bill Fox brings experience, passion, humility and unwavering support for the franchised dealer model to his role as 2015 NADA chairman.
Raj Sundaram  There Is No Bubble
The magazine caught up with Dealertrack’s Raj Sundaram to discuss sales forecasts, the specter of the subprime auto finance bubble, digital retailing and the Dealers’ Choice Awards.
ADM Publisher David Gesualdo Fair-Weather Foes
The so-called consumer advocates who are bullying dealers were nowhere to be found when times were tough.

Finance Office News

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AutoNation’s F&I Operations Posts $1,538 Per-Copy Average for 2015
AutoNation’s F&I operations, or what the group refers to as Customer Financial Services, lived above $1,500 in F&I gross profit per vehicle retailed (PVR) in 2015, with the business unit’s full-year revenues rising by $100.5 million from 2014.
Toyota Motor Credit Agrees to Lower Markup Caps to Settle CFPB Allegations
The three-year standoff between Toyota Motor Credit, the Justice Department and the CFPB is over, with the captive agreeing to pay up to $21.9 million in restitution to minority borrowers the regulators allege were overcharged on their auto loans. The captive also agreed to lower its dealer markup caps.
F&I Think Tank Adds Top Compliance Experts
Six of the industry’s top compliance experts will be at the Sheraton Tampa Riverwalk Hotel to lead a 20 Group-like session on compliance. Aside from fielding questions from attendees, the group will tackle some pervasive regulatory myths surrounding the F&I office.
Auto/Mate Announces Integration With Scan123
Scan123’s electronic document management system is now integrated with Auto/Mate’s Automotive Productivity Management Suite DMS, allowing Scan123 users to store and access documents through Auto/Mate’s DMS.
J.D. Power/LMC: Snow Storm Slows But Doesn’t Stop Car Sales in January
The two firms expect January total light-vehicle sales to total 1.1 million units, while the January SAAR is expected to have reached 16.8 million units. LMC Automotive said its sales forecast for 2016 remains at 17.8 million units.
GM, Jim Koons and Lithia Settle FTC’s Complaints Regarding CPO Claims
The regulator said the three companies agreed to settle its charges that they failed to disclose that some certified pre-owned vehicles were subject to open and unrepaired safety recalls despite claims of rigorous inspections in advertisements.
Cox Automotive Enters F&I Product Business
Cox Automotive announced today it has acquired a minority interest in F&I product provider SilverRock Holdings LLC. Officials said the products will be sold through dealers affiliated with Go Financial and NextGear Capital.
New York AG Charges Multi-Store Group With Payment Packing
Attorney General Eric Schneiderman filed suit last week against Koeppel Auto Group as part of its two-year crackdown on payment packing and the sale of credit repair and identify theft protection services.
JM&A Group Celebrates Record Year, Announces Executive Promotions
According to company officials, 2015 was the best year in the F&I product provider’s 37-year history, as it sold more than 3.4 million contracts.
700Credit’s Hill to Discuss FCRA at Dealer Summit
Dealer Summit organizers have announced that Kenneth Hill, managing director of 700Credit, has agreed to speak at the 2016 event, which will be held May 3–5 at the Sheraton Tampa Riverwalk Hotel.