F&I and Showroom, December 2015

Contents 2 F I and Showroom December 2015 F I and Showroom ISSN 2154 1728 USPS 018 706 is published monthly by Bobit Business Media 3520 Challenger Street Torrance California 90503 1640 Periodicals Postage Paid at Torrance California 90503 9998 and additional mailing offices POSTMASTER Send address changes to F I and Showroom P O Box 1068 Skokie IL 60076 8068 Please allow six to eight weeks for address changes to take effect Subscription Prices United States 20 per year Canada 35 per year Foreign 35 per year Single copy price 10 Fact Book 30 Please allow six to eight weeks to receive your first issue Bobit Business Media reserves the right to refuse nonqualified subscriptions Please address editorial and advertising correspondence to the executive offices at 3520 Challenger Street Torrance California 90503 1640 The contents of this publication may not be reproduced either in whole or in part without the consent of Bobit Business Media All statements made although based on information believed to be reliable and accurate cannot be guaranteed and no fault or liability can be accepted for error or omission Endorsed as the official publication of the Association of Finance Insurance Professionals COVER PHOTO BY VINCE TAROC December 2015 Volume 18 Issue 12 Industry Spotlight 12 The Year Ahead Part One Dealer operations expert puts 2015 in the rearview mirror and identifies trends in sales compliance and recalls that will affect dealers in 2016 Technology 18 Out of the Box Panelists and presenters at Industry Summit 2015 tackled online automotive retailing and what it means to move F I out of the box and into the Digital Age Finance Insurance 24 The Emotional Side of Selling Top trainer reminds F I pros to occasionally set aside the logical flow of product presentations and let emotions take over Finance Insurance 28 GAP is GAP Right To many dealers F I managers agents and even providers think of GAP as a one size fits all product Product expert explains why thats not the case 4 Letters 6 Editorial 8 Developments 32 So Heres the Deal Ron Reahard 34 AFIP David Robertson 37 Ad Index 40 Mad Marv Marv Eleazer Departments Features 18 24 28 12