Month: December 2009

Efficient DSP Integration

I have just published a white paper on DSP integration for F&I providers.  This builds on an observation I made while working at GMAC Insurance last winter.  Rather than struggle with a DMS interface, providers should develop their own web services – and let the various point-of-sale systems come to them.  This is much more efficient, and good SOA practice besides.  Click here to download the paper, or visit the Virag Consulting web site.

Group 1 Facing F&I Challenge

Automotive News reports that Group 1 has suffered a nine-percent drop in F&I gross, and is hiring regional directors to bring it back up.  I certainly agree with this approach.  It worked for us, when I was at AutoNation.  We called them “district finance directors” back then.

Group 1 CEO Hesterberg says tighter lending limits do not allow much for F&I product sales.  Since Group 1 is a MenuVantage user, they can address this problem using the system’s goal-seeking feature, as shown here:

This helps the F&I Manager to sell products up to the full amount authorized.