F&I and Showroom, February 2019
www fi magazine com 2 F I and Showroom February 2019 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 3312 Northbrook IL 60065 3312 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 ACE Endorsed Publication of the ACE Certification Program TABLE OF CONTENTS February 2019 Volume 22 Issue 2 Cover Story 14 Digital F I Makes a Measurable Difference GM Nick Waddell has embarked on an aggressive campaign to drive Peterson Toyota of Sarasota Fla s sales and F I operation into the future By Tariq Kamal Auto Finance 18 Subprime Auto Lending Hits 11 Year Low The latest reports is a tale of woe for special finance which continues to lose ground as banks and finance companies rebalance their portfolios By Melinda Zabritski F I 22 Is the Art of F I Dead F I professionals are being treated like obstacles as pressure from all sides compels more sales managers to close deals at the desk By Lloyd Trushel F I 24 F I Creates Moments Worth Sharing F I pro revels in the moments customers when realize the product or guarantee he sold them will perform as intended By Justin Gasman Digital 26 The Antidote to a Falling Market May Surprise You AI and machine learning may seem like the stuff of science fiction but both are helping dealers set more appointments and sell more vehicles By Natalie Born 4 Letters 6 Done Deal Tariq Kamal 8 Developments 28 Peak Performance Rick McCormick 30 ACE Gil Van Over 32 Mad Marv Marv Eleazer DEPARTMENTS FEATURES PAGE 18 PAGE 22 PAGE 24 PAGE 26 COVER PHOTO BY ERIC TILLOTSON PHOTOGRAPHY
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