Year's Top 12 Quotes from F&I Pros
“To have a proper experience, buying a car is not done in an hour.”
Dealer Shaun Del Grande questioning the wisdom of the touted 60-minute car deal. Car Dealer Willing to Pay Price for Customer Happiness
Year's Top 12 Quotes from F&I Pros
“(Dealers will say), ‘There is some skill in getting certain customers financed, and if you guys try to digitize this too much there’s the risk we’re going to lose a deal that we could probably find a way to fund.’”
Doug Murtha, vice president of Toyota’s Scion brand, on efforts to use technology to speed up deals. Scion Aims for the 1-Hour Deal
Year's Top 12 Quotes from F&I Pros
“I’m seeing experienced sales managers and very experienced sales associates making just minimal effort to obtain more complete credit information on lower-tier deals.”
Jan Kelly president of Kelly Enterprises, an F&I training company. More Dealer Effort Needed for Borderline Credit Cases
Year's Top 12 Quotes from F&I Pros
“Anything that can happen in the car business has happened in Miami.”
Attorney Lewis Kuhl on things that can go awry in the F&I office and elsewhere at a dealership. Anything Can Happen in Car Business
Year's Top 12 Quotes from F&I Pros
“All they really want is to buy a car. They don’t say, ‘I like that protective product, and I need to buy a car to get it.’”
JohnVecchioni, national sales director at United Car Care, on dealership customers’ primary motive for being there. What Not to Ask Dealership Car Buyers
Year's Top 12 Quotes from F&I Pros
“The acid test is whether a Millennial can explain it to a friend on Facebook.”
Attorney Andrew Sachs on how regulators see automotive financing transparency. Attorney Tells How to Steer Clear of Reg Rage
Year's Top 12 Quotes from F&I Pros
“Some F&I veterans are used to being vague in their presentations, but Millennial buyers want full disclosure and specific information – and they want it fast and upfront.”
Shaka Dyson, a National F&I trainer and former Corporate F&I Trainer for the Napleton Automotive Group. Cross-Generational Selling Important as Ever
Year's Top 12 Quotes from F&I Pros
“Customers already know their credit application didn’t go through, because I didn’t sell them a car.”
Don Luke, of Bill Luke Chrysler-Jeep-Dodge-Ram in Phoenix, AZ, decrying the regulatory need for dealers to formally and redundantly tell people their credit application was rejected. Backers Hope Bill Becomes ‘Veto-Proof’
Year's Top 12 Quotes from F&I Pros
“If they ever took anyone to court, they’d be clobbered.”
Randy Hendrick, general counsel for DealerTrack, on the Consumer Financial Protection Bureau wringing settlements out of targeted financial institutions. Attorneys Wonder If CFPB Would Win in Court
Year's Top 12 Quotes from F&I Pros
“(F&I) is not going to be improved by jazzing it up. Why rush something that’s so important?”
Marv Eleazer, finance director at Langdale Ford in Valdosta, GA. Anything Can Happen in Car Business
Year's Top 12 Quotes from F&I Pros
“When humans intervene, thinking they’re smarter than the statistics are, they make exceptions. Those exceptions rarely win in the long run.”
Tom Anderson, former CEO of Exeter Finance, on the benefits of automated-decision systems in automotive financing. Human Touch Can Smudge Lending Decisions, Says Exeter Finance CEO
Year's Top 12 Quotes from F&I Pros
“There’s an old adage. If you don’t want losses, don’t lend money.”
Steve Chaouki, a TransUnion vice president Car Payments Come First, As Always