Processes Pay Off


CMC’s Dealership of the Year, Superstition Springs Chrysler Jeep Dodge Ram, earns recognition in F&I and Showroom magazine. Dealer, Al Heggs and finance director, Ben Saxton discuss the steps and processes used in converting an underperforming dealership into a successful and profitable store.

View full article here.

Upcoming Team One Training Seminar will be held in Dallas on August 9 &10. Email us now to reserve a spot –

For information about the F&I processes and training mentioned in the article please contact


CFPB Monitoring F&I Products?

Diagram of Compliance ProgramCMC was proud to take part in the Texas Compliance Summit this week. The conference examined the current regulatory state and tough challenges facing our auto dealers today. The conference was educational and enlightening, with the reoccurring theme being the need for transparency and the proper disclosure of information. The CFPB is not going away any time soon, they focus on UDAAP – Unfair, Deceptive, Abusive Acts and Practices and industry experts continue to predict the CFPB will find a way to monitor F&I Products. Auto dealers need to be proactive in taking the applicable steps to become compliant in all areas of their business.

At CMC we endeavor to evaluate and educate on compliance throughout our dealer partnerships. Through our technology platforms we are able to incorporate profit caps, set pricing guidelines and controls, and monitor deviations. We assist in implementing processes and procedures and provide multiple areas of training that include regulatory compliance. At CMC we continually provide the most recent, relevant information to our dealers to ensure they are protected and ultimately the customer is treated fairly.

For more information on compliance at Coffeen Management Company contact

CMC Partners with Expert Trainer

Coffeen Management Company is excited to announce a partnership with industry recognized expert trainer Ed Stewart. Ed’s reputation proceeds him with over 25 year’s Automotive Industry experience. Mr. Stewart has been recognized multiple times for his outstanding sales ability including; Sales Consultant of the Year for Automotive News Top 125 Dealer Groups (Top Unit Sales, Gross and CSI), Top 5 Sales Consultants in the Gulf Region for Chrysler/Jeep, Top 25 Sales in the U.S. as ranked by Chrysler, Inner Circle Award and received the Top 25 Jeep Retail Leaders multiple years.

“We are very excited to work with Ed. We recognize the importance of ongoing training and the competitiveness in today’s automotive industry. Effective and reoccurring training ensures our dealers increase profits, reduce turnover, and maximize every opportunity for success. His experience and enthusiasm for training will accelerate our continued growth,” said Tina Morgan, Executive Vice President.

CMC’s sales and finance training focuses on simple and proven selling processes. The processes are designed to increase product penetrations, improve gross, overcome objections and develop successful sales professionals. CMC provides classroom training; both onsite and offsite, single or multiple days, with continued hands on follow up training.
Training Advantages:
• Increase penetrations
• Improve gross
• Enhance product knowledge
• Develop process and procedures
• Focus on legal and compliance
• Improve customer satisfaction

Training Programs Offered:
• Sales
• Sales Management
• Finance and Insurance
• Leadership
• Service Drive

For more information contact

Coffeen Management Company named National Automotive Experts 2015 Agent of the Year

CMC Agent of the Year

Coffeen Management Company is pleased to announce that it has been named 2015 Agent of the Year and also received the President’s Award from National Automotive Experts. Both awards represent the extreme growth and success CMC has encountered over the years and also that of our dealer partners.
“We are so very proud to receive both of these awards from NAE. They represent the hard work and dedication to not only our company, but to our clients. CMC and NAE are a great team. I can’t wait to see what 2016 brings,” said Bear Musgrave, President of Coffeen Management Company.
About Coffeen Management Company
Coffeen Management Company was founded in 1996 and headquartered in Fort Worth, Texas. The success of Coffeen Management Company can be attributed to two unique characteristics; our instinctive ability to recognize the increasingly specialized needs of today’s automotive dealerships and our team members.
Coffeen Management Company’s commitment to our clients is to provide the experience, knowledge and expertise in the automotive industry to ensure our clients success. Understanding the business, identifying needs, and providing the resources to support our clients are all imperative to realizing growth, maximizing potential and achieving optimum revenue and net profits.
About National Automotive Experts
Located in Strongsville, Ohio, National Automotive Experts (NAE /NWAN) is a leading administrator of aftermarket protection products designed for the auto, RV and powersports industries. NAE’s products and services are marketed exclusively through independent agencies throughout the United States. More information about NAE / NWAN can be found on their website

For more information about CMC or exciting partnership opportunities please contact or visit

Top Producing F&I Training Program- Register Now!

August 18th-19th 2015

Receive practical, immediately usable strategies, tactics, and tools for increasing product penetrations, PVR and CSI in our 2 day F&I Seminar. This highly interactive program is geared toward finance professionals who are ready to get the most out of their career.

This event will be conducted by George Angus. If you haven’t seen George in action, you won’t want to miss this chance. George has worked with, trained, and knows the secrets of the top F&I departments in the country. His dynamic presentation gets right to the point with real life answers in an easy, simple and entertaining way. By every standard, George has been ranked by F&I Managers as the best trainer in the country.

Seating for this event will be limited so reserve your place as soon as possible!

Please contact us at 817-928-3004 or email

For more information about other Training Programs our company has to offer please visit our website:

BB&T Switching to Flat Fee Compensation Model

GREENSBORO, N.C. — BB&T Bank’s dealership finance arm, BB&T Dealer Finance, announced today that it will be switching to a flat fee compensation model that eliminates dealer markups on retail installment sales contracts. Some of the bank’s dealer clients believe the move was motivated by the Consumer Financial Protection Bureau (CFPB)’s actions in the auto lending arena.

The program changes will go into effect July 1, according to a press release issued by the bank. Dealers said they were contacted by phone following a regional meeting and told that BB&T will now be paying dealers 3% of the amount a car buyer finances, up to a maximum of $2,500.

“I told them this will hurt their volume,” said an F&I manager who requested that his name be withheld. “This is exactly what the bureau longs for: no litigation or outright charges — just simple scare tactics.”

Since issuing its fair lending guidance to auto lenders in March 2013, the CFPB has recommended that lenders adopt a flat fee compensation policy to eliminate fair lending risks. The regulator alleges that policies allowing dealers to mark up the interest rate on retail installment sales contracts result in minority car buyers paying higher rates. However, industry groups like the National Automobile Dealers Association say the methodology the CFPB uses to determine the presence of discrimination in auto lending is flawed and that a flat fee compensation model will not eliminate dealer pricing discretion, since dealers would still exercise discretion in selecting the finance source to which they would sell a contract.

“We are committed to the fair and equal treatment of all consumers,” said Derek Lane, BB&T Dealer Financial Services manager, in a release issued today by the bank. “The automobile finance industry provides a valuable service, and we highly value our long-standing dealer relationships. This new program will strengthen the process long term for both consumers and our dealer clients.”

A BB&T spokesperson contacted by F&I and Showroom added: “After testing and evaluating flat-fee products for the last two years, we believe this is a good long-term business decision for both consumers and our dealer partners.”