Index

Auto-generated from the glossary (Appendix H) by scripts/compile-index.sh. References are by chapter; see Appendix H for definitions and the cited chapters for full treatment.

  • ACV (actual cash value) — Ch 11, Ch 19
  • Absorption rate — Ch 35, Ch 37
  • Add-ons — Ch 24, Ch 25
  • ADESA — Ch 18, Ch 19
  • Allowance (trade allowance) — Ch 11, Ch 19
  • Amount financed — Ch 22, Ch 25
  • Annual percentage rate (APR) — Ch 22, Ch 25
  • Appraisal — Ch 11, Ch 19
  • Approval (loan approval) — Ch 22, Ch 26
  • APR — see Appendix H (Glossary)
  • Auction (wholesale auction) — Ch 18, Ch 19
  • ACV Auctions — Ch 18, Ch 19
  • Back-end gross — Ch 5, Ch 22, Ch 24
  • BDC (business development center) — Ch 4, Ch 29
  • Be-back — Ch 13, Ch 16
  • Black Book — Ch 19
  • Buy rate — Ch 22
  • Cap cost (capitalized cost) — Ch 23
  • Cap cost reduction — Ch 23
  • Captive (captive lender / captive finance company) — Ch 22, Ch 23
  • Carfax — Ch 20, Ch 31
  • AutoCheck — Ch 20
  • Chargeback — Ch 5, Ch 22, Ch 24
  • Closing — Ch 14
  • Closing ratio (close rate) — Ch 5, Ch 33
  • Conquest — Ch 12, Ch 36
  • Cooling-off period — Ch 31
  • CPO (certified pre-owned) — Ch 18, Ch 20
  • Credit application — Ch 22, Ch 25
  • Credit bureau — Ch 22
  • Credit tier — Ch 22, Ch 26
  • CRM (customer relationship management system) — Ch 4, Ch 16, Ch 29
  • CSI (customer satisfaction index) — Ch 15, Ch 33, Ch 35
  • Cushion — see Appendix H (Glossary)
  • Days' supply — Ch 34, Ch 18
  • Deal jacket — Ch 25
  • Dealer holdback — Ch 1, Ch 12
  • Dealer reserve (finance reserve, rate participation, dealer participation) — Ch 22
  • Demo (demonstrator) — Ch 9, Ch 10
  • Desk / desking — Ch 12, Ch 33
  • Disposition fee — Ch 23
  • Doc fee (documentation fee) — Ch 12, Ch 22, Ch 31
  • Down payment — Ch 22, Ch 26
  • ECOA (Equal Credit Opportunity Act / Regulation B) — Ch 22, Ch 25, Ch 31
  • Equity (positive / negative) — Ch 11, Ch 22, Ch 23
  • Extended service contract — see Appendix H (Glossary)
  • FAB (features, advantages, benefits) — Ch 9
  • FCRA (Fair Credit Reporting Act) — Ch 25, Ch 31
  • F&I (finance and insurance) — Ch 22–26
  • FICO score — Ch 22
  • First pencil — Ch 12, Ch 33
  • Fixed operations (fixed ops) — Ch 35, Ch 36, Ch 37
  • Flat (flat commission) — see Appendix H (Glossary)
  • Floor plan (floorplan financing) — Ch 1, Ch 18, Ch 34
  • Four-square — Ch 12
  • Front-end gross — Ch 1, Ch 5, Ch 12
  • GAP (guaranteed asset protection) — Ch 24
  • GLBA (Gramm-Leach-Bliley Act) — Ch 25, Ch 31
  • Green pea — Ch 1, Ch 7
  • Gross profit (gross) — Ch 1, Ch 5
  • Holdback — see Appendix H (Glossary)
  • Invoice (dealer invoice) — Ch 1, Ch 12
  • J.D. Power / NADA Guides — Ch 19
  • Kelley Blue Book (KBB) — Ch 11, Ch 19
  • Lease — Ch 23
  • Lease-end (lease maturity) — Ch 23, Ch 36
  • Lemon law — Ch 31
  • Lender — Ch 22
  • Loyalty (loyalty rebate) — Ch 12
  • LTV (loan-to-value ratio) — Ch 22, Ch 26
  • Magnuson-Moss Warranty Act — Ch 31
  • Manheim — Ch 18, Ch 19
  • Menu (F&I menu) — Ch 24, Ch 25
  • Mini (mini-deal / flat) — Ch 5
  • Money factor — Ch 23
  • Monroney label (window sticker) — Ch 12
  • MSRP (manufacturer's suggested retail price) — Ch 1, Ch 12
  • NADA (National Automobile Dealers Association) — Ch 1, Ch 12
  • NIADA (National Independent Automobile Dealers Association) — Ch 21
  • Needs analysis (discovery) — Ch 8
  • Negative equity — see Appendix H (Glossary)
  • Note rate — see Appendix H (Glossary)
  • Off-lease — Ch 18, Ch 23
  • Pack (packing / payment packing) — Ch 24, Ch 25, Ch 30
  • Payoff (loan payoff) — Ch 11, Ch 22
  • Pencil — Ch 12, Ch 33
  • Positive equity — see Appendix H (Glossary)
  • Pre-approval — Ch 22
  • Prospecting — Ch 16, Ch 17
  • PTI (payment-to-income ratio) — Ch 26
  • PVR (per-vehicle retail / per-vehicle retailed) — Ch 5, Ch 24, Ch 37
  • Rebate (customer cash) — Ch 12
  • Recon / reconditioning — Ch 18, Ch 19
  • Red Flags Rule — Ch 25, Ch 31
  • Residual value (residual) — Ch 23
  • RISC (retail installment sales contract) — Ch 22, Ch 25
  • Rollback — Ch 20, Ch 31
  • Sell rate (contract rate / note rate) — Ch 22
  • Service contract — see Appendix H (Glossary)
  • Service drive — Ch 35, Ch 36
  • Spiff (sales incentive / bonus) — Ch 5, Ch 34
  • Spot delivery — Ch 22, Ch 25, Ch 31
  • Stair-step (volume bonus) — Ch 1, Ch 34, Ch 37
  • Subprime — Ch 26
  • Subvented (subsidized rate / subvention) — Ch 22, Ch 23
  • T.O. (turn over) — Ch 13, Ch 14
  • TCPA (Telephone Consumer Protection Act) — Ch 29, Ch 31
  • TILA (Truth in Lending Act / Regulation Z) — Ch 22, Ch 25, Ch 31
  • Title washing — Ch 20, Ch 31
  • Trade-in (trade) — Ch 11, Ch 19
  • Trade differential — Ch 11, Ch 12
  • Turn (inventory turn) — Ch 18, Ch 34
  • Unwind — Ch 22, Ch 25
  • Up (an up) — Ch 7
  • Upside down (underwater) — Ch 11, Ch 23
  • vAuto — Ch 19, Ch 34
  • VIN (vehicle identification number) — Ch 20, Ch 34
  • VSC (vehicle service contract / extended service contract / "extended warranty") — Ch 24
  • Walk-around (vehicle walk-around / presentation) — Ch 9
  • Wholesale — Ch 18, Ch 19
  • Yo-yo financing (spot-delivery abuse) — Ch 25, Ch 31