The Human Touch in F&I
Lately, much of the buzz in our industry has focused on technologies, and if/when/how to better integrate them into our processes. But at the same time, we can’t lose sight of the fact that, at the end of the day, F&I is an industry focused on – and around – people.
Tackling the Skeptics
We have all heard it before: customers who walk through the door to F&I and immediately state that they won’t be purchasing any products, they believe they are all a scam or have no value, and they don’t even want to hear it — all before the F&I manager can get out more than “hello”. These F&I skeptics have likely either had a bad experience with an F&I product in the past, or they know someone who did, and it has closed their minds to even the possibility of finding value in what we offer.
The Fastest-Growing Vehicle-Buying Population
It’s impossible to escape this fact. In every publication, including Automotive News, there is at least one article pointing to Millennials as the fastest-growing car-buying population in the United States. By 2020, they will make up about 40% of the entire U.S. vehicle market.