F & I

An Equifax poll aimed to better understand current trends in auto-retail transactions, credit applications, vehicle financing and fraud.

“Of all the things that are going to be disrupted (by technology), it is other parts of the dealership, not F&I,” says Cox Automotive's Kelly Mulroney.

“It’s a business office,” says finance director Justin Gasman. “People come in to conduct business.”

“We’re not fluffy flowers, so don’t treat us that way,” says Alicia Ellis, a dealership F&I manager.

“I wouldn’t be here if it weren’t for three (mentors) including a dealer who gave me a shot selling cars as a young man,” says auto-retailing veteran George Benzing.

“We’re on the cusp of what could be a pretty dramatic shift in the market, simply because a big chunk of buyers is getting priced out,” says auto analyst Jessica Caldwell of Edmunds.

A new study cites dealer concerns about dubious information that can mislead online car shoppers and kill deals.