13 Nov

Two Recent Cases Show Need For a Compliance Management System

Two recent cases, one in Pennsylvania, the second in Arizona, have resulted in or are seeking large monetary damages awards against dealers and their principals personally.  Both involved situations in which the dealers failed to have in place a Compliance Management System (CMS).  The case already resolved—the one in Pennsylvania—required the dealership to implement a Code of Conduct and CMS to avoid further damage liability.

20 Sep

FTC Shuts Down Websites That Sold Fake Pay Stubs

WASHINGTON, D.C. — The Federal Trade Commission has taken a bite out of a major issue for F&I offices. The regulator announced this week that operators of websites that sold fake pay stubs and other financial documents used to facilitate identity theft and other frauds have agreed to permanently shut down their businesses as part of separate settlements with the Federal Trade Commission.

27 Jul

What auto finance guidance repeal could mean for dealers

CHARLESTON, S.C. — On May 21, President Trump signed legislation passed by Congress to
repeal the Auto Finance Guidance issued by the Consumer Financial Protection Bureau in March
2013. The legislation prohibits the CFPB from issuing similar rules or regulations without first
obtaining Congressional approval and is a win for auto dealers and lenders everywhere.
The guidance was an attempt by the CFPB to do an end-run around the agency’s lack of authority
over auto dealers. By using flawed statistics to claim that dealers and the lenders who bought

18 Jun

Webinar: Gil Van Over to Tackle Compliance Issues on the Road to the Sale

TORRANCE, Calif. — Compliance expert Gil Van Over enters the F&I Think Tank on Wednesday, July 11, at 11 a.m. PT/2 p.m. ET for Part Two of F&I and Showroom’s compliance webinar series, “CFPB Defanged: Rise of the eDealership.”

18 May

The ‘Please Do Not Call’ Rule

The ‘Please Do Not Call’ Rule The federal Do Not Call Registry is not without its flaws, but dealers are nonetheless bound by its rule. Compliance expert offers a primer for sales and BDC managers.

Some professional sports teams periodically change uniform styles, forcing fans to buy the latest gear — except me. I proudly wear my old gear while others have the shiny new stuff. The same goes for every new smartphone that hits the market touting new features that supposedly differentiate it from the old version.

05 Apr

But the Dude Can Sell!

Overlooking past misdeeds and criminal convictions to land top-performing salespeople puts dealers at risk of losing everything when risky hires revert to old habits.

I recently had a General Manager ask my advice on a sales applicant he wanted to hire. The salesperson had worked at the dealership before and was fresh off a six-month sabbatical while serving time in the hoosegow.

12 Mar

Dealer Fines and How to Avoid Them

There are times when I overhear industry conference participants moan about a presentation they just attended. “All gloom, doom, and scare tactics, but no solutions.” Sometimes that speaker was me.

09 Feb

Prioritizing Entity Vitals

Real-life examples prove that failing to meet federal, state, and local requirements for licensing and permits can cause otherwise successful dealerships to lose their right to do business and, in the most extreme cases, their very names.


15 Dec

Real ID Has Arrived

                              (U.S. Air Force Graphic/James Rainier) 

Air travel offers a great opportunity to spend a little time putting thoughts to words. The inspiration for this month’s plane-written article was a sign in the airport security line, which read: “Effective Jan. 22, 2018, each traveler must have a READ ID to pass through security.”