Dealership gross profits see bigger impact from F&I

12:00 pm U.S. ET | April 15, 2015
The average dealership gained more from F&I last year, even though retailers' overall sales penetration for products such as extended service contracts and GAP dropped a fraction of a percentage point.... Read More »

Wells Fargo, Chase adopt different lending approaches

12:00 pm U.S. ET | April 15, 2015
Wells Fargo and JPMorgan Chase, two of the biggest banks in auto finance, adopted opposite lending strategies in the first quarter.... Read More »
Q&A

New Black Book exec looks to help dealers close loans, leases faster

11:15 am U.S. ET | April 15, 2015
Barrett Teague, Black Book's new vice president of lender solutions, says dealership F&I managers are never far from his mind.... Read More »

Some dealers prep for flat fees

12:01 am U.S. ET | April 13, 2015
Dealer Mike Thompson believes he might soon lose the ability to make a healthy profit from finance reserves. His concern is well-founded.... Read More »

Penske targets 'I' in F&I to boost per-vehicle revenue

12:01 am U.S. ET | April 13, 2015
Penske Automotive Group Inc. is refining its training process on insurance product sales to boost overall finance and insurance revenues.... Read More »

Low rates will continue to help auto sales, financing in 2015, experts say

11:45 am U.S. ET | April 8, 2015
Interest rates should remain low for the rest of 2015, helping auto dealerships sell vehicles, experts say.... Read More »

Q&A

Mercedes’ captive boosts dealership training on branded F&I products

11:00 am U.S. ET | April 8, 2015
Mercedes-Benz Financial Services’ U.S.... Read More »

CarMax finance arm won’t become major subprime player

11:30 am U.S. ET | April 8, 2015
CarMax’s finance arm will continue its subprime lending test and might expand it in the future.... Read More »

FICO pilot holds promise for auto financing

11:45 am U.S. ET | April 8, 2015
The results of a pilot program between Fair Isaac Corp.... Read More »

Feds put add-on products in their cross hairs

11:00 am U.S. ET | April 1, 2015
The Federal Trade Commission has set its sights on what it calls add-on products: F&I products sold at dealerships such as anti-theft etching or...... Read More »

NYC aims to remove dealers as middlemen on used-car loans

11:00 am U.S. ET | April 1, 2015
The City of New York is campaigning to remove dealer reserve from used-vehicle financing. And it's enlisting lenders' help to do it.... Read More »

CFPB keeps wary eye out for subprime-lending abuses

11:00 am U.S. ET | April 1, 2015
The Consumer Financial Protection Bureau sees the combination of easier credit, a rise in credit losses from historic lows and longer terms in...... Read More »

Dealer groups charge CFPB is unresponsive

12:00 pm U.S. ET | March 25, 2015
Dealer trade groups are asking members to seek help from their elected representatives to prod the Consumer Financial Protection Bureau into...... Read More »

Credit union pilot targeting subprime borrowers shows promise

12:30 pm U.S. ET | March 25, 2015
A small pilot program to encourage credit unions to do more subprime auto lending has helped participants gain some business but is still several...... Read More »

Store tweaks sales, F&I strategy for Gen Y

12:01 am U.S. ET | March 25, 2015
Dealership managers Austin Salinas and Chris Gottselig know how to sell to Gen Y. That's because they fall into that category themselves.... Read More »

Lenders raise red flags over CFPB plan to publish consumer complaints

12:00 pm U.S. ET | March 25, 2015
Auto lenders are lining up to oppose the Consumer Financial Protection Bureau’s plan to publish consumer complaints with financial services...... Read More »

Volvo's young captive explores new territory

12:01 am U.S. ET | March 25, 2015
Volvo Car Financial Services U.S. is a young captive finance company, in business only since late 2012. But its leadership is seasoned.... Read More »

GM dealers: Warranty, maintenance cuts could help F&I, hurt service

11:00 am U.S. ET | March 18, 2015
General Motors' dealers don't seem especially disturbed by the automaker's decision to scale back its powertrain warranty and free maintenance visits...... Read More »

Dealers, lenders still angling over laws governing F&I tactics

11:00 am U.S. ET | March 18, 2015
Dealers and auto lenders are keeping a close eye on various dealer-backed state laws that seek to restrict what automakers’ captive finance...... Read More »

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Seattle VW dealer mixes metrics and fun

Seattle VW dealer mixes metrics and fun

Matthew Welch may own Auburn Volkswagen, but the title he cherishes is “chief relationship officer.' Mon., April 13
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