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Black Friday spurs short-term interest rate decline

The resurgence of 0 percent financing for Black Friday deals pulled down the average interest rate on new-vehicle loans from the month earlier, but rates still grew year over year and will likely continue to rise.

How F&I ethics have evolved

Today, unethical behavior at dealerships is more difficult to get away with than in the past.

Real-world scenarios reinforce behavior

The Association of Finance and Insurance Professionals certifies F&I personnel in areas of ethical decision-making.



It's not the money; it's how you make it

As new-vehicle margins continue to melt away, structuring a pay plan that rewards the F&I department but still ensures the job is done ethically and legally is one of...

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New U.S. consumer watchdog chief lays out goals

The new head of the U.S. consumer financial watchdog on Tuesday said she intended to continue some of the work begun by her predecessor Mick Mulvaney, including a review of decades-old rules preventing lending discrimination against minorities.

How F&I ethics have evolved

Today, unethical behavior at dealerships is more difficult to get away with than in the past. Dealers set policies to weed out unethical characters, and social media and consumer resources often shed light on unethical business practices.

How the auto compliance industry was born

An investigation almost 20 years ago of suspected criminal activity at Gunderson Chevrolet, one of AutoNation's largest dealerships, shook the automotive world and led to today's compliance practices in the auto industry.

Set ground rules for self-promotion

Self-promotion can erode customer trust, F&I experts caution, and dealerships should have ethical ground rules for displays of personal achievement in the office.

Perfecting the sales-F&I handoff

DCH Millburn Audi in New Jersey has spent the last several years perfecting the sales-to-F&I handoff. The strategy has not only improved the sales process for the customer, but also increased the store's F&I profit.

F&I managers use Facebook for support

In 2009, a Facebook group was launched to help educate F&I managers on ethics and compliance. The intention to build an online community of experts, educators and comrades was a way to reach those in need of guidance without charging a fee.

Killer clown case spawned auto career

There's always a back story. For Terry O'Loughlin, director of compliance for Reynolds and Reynolds, a case involving a killer clown led him on the path to an automotive career.

Building a hiring plan around good behavior

Many dealers leave nothing to chance with ethics. Internal training, external audits and promoting from within as often as possible are the top tactics used to prevent compliance and ethical land mines.

It's not the money; it's how you make it

As new-vehicle margins continue to melt away, structuring a pay plan that rewards the F&I department but still ensures the job is done ethically and legally is one of dealers' greatest challenges, auto retail experts said.


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