At the 2026 NADA Show in Las Vegas, CBT News is reporting directly from the show floor, giving dealers and industry professionals firsthand insights into the future of automotive retail. In this conversation, Jim Fitzpatrick sits down with Shannon Robertson, Executive Director of AFIP, and Justin Buzzell, Finance Director of Morgan Automotive Group.
Key Takeaways
- Although F&I products are promoted to increase Profit Per Vehicle Retail (PVR), compliance is an important part of helping the dealership retain profits. Non-compliant decisions may initially appear to be income, but when caught, they result in chargebacks and financial losses.
- If a dealership has value-added products and a tight process that ensures every product is offered to every customer every time, the income will be a result of those actions. A good process includes reviewing a menu and ensuring the customer signs off on and acknowledges what they are purchasing.
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The same compliance philosophy and structure can be effective in a single-store dealership as in a large group, as long as there is a top-down commitment to the goals. The government requires a dedicated, qualified individual to oversee compliance. A compliance officer should report to the owners or board of directors and should not report to a general manager (GM) or finance director
Catch all of CBT News’ coverage of the 2026 NADA Show here.
