Recent News

The ’90s Called: They Want Their Presentations Back

Someone needs to tell your instore trainer, your development company, your agent, and anyone else who needs to know that the ‘90s called. And, well, they want their F&I presentation back.I realize there are some amazing guys and gals out there who grab...

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Overcome Your F&I Weaknesses

Whether or not we like admitting to our peers that we have weaknesses in the box, we do. That’s because none of us work or practice the trade at max efficiency on every deal. It’s called the “human condition,” namely, being flawed. It’s...

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Save the Sale Before It Starts

Imagine for a moment you’re out with friends and someone catches your eye. You approach them and make the following introduction: “Hi there. I drink too much, smoke a pack of cigarettes a day, and eat more than I should. I don’t work out, and...

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Addressing F&I’s Internet Problem

This month’s question comes via email from an F&I manager who wishes to remain anonymous, which might even save me a YETI. He (or she) writes, “At our dealership, we sell a ton of cars online to people from out of town. Typically, these customers...

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Auto Finance Data Reveals Affordability Concerns

It’s been nearly a decade since the start of the Great Recession. In that time, the auto finance market has shown consistent growth. But there are concerns, although none are related to persistent chatter about a forming subprime auto finance bubble.In fact,...

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CarMax’s Q4 net falls, plans growth in smaller markets

CarMax said its profits fell on flat revenue during its last fiscal quarter, and that it will focus its new stores in smaller markets this fiscal year. ... Read More »

Judge approves Takata distibutions to automakers

A federal judge in Michigan greenlighted a plan on Tuesday to dole out $850 million to automakers from Takata's restitution fund, court documents show. ... Read More »

Used-car retailer Shift partners with Cox’s Manheim

Shift Technologies, an online used-car retailer, is partnering with Manheim for services such as vehicle storage, reconditioning, imaging and inspections. ... Read More »

Honda adds a feature for April Fool’s Day

In the only new viral video to join our charts, Honda has some fun with April Fool's Day. ... Read More »

KBB: Average New-Car Price Jumps 2% in March

IRVINE, Calif. — The estimated average transaction price (ATP) for light vehicles in March was $35,285, a $703 increase from March 2017 but a $23 decrease from February, Kelley Blue Book said this week.The 2% year-over-year increase in the ATP was headlined...

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