Vantage Point

Attracting Talent to F&I

June 30, 2017

With the right program, the right incentive plan, and the right ongoing training, you can staff any dealership with solid F&I managers who will exceed expectations. But true superstars – the people who just seem to have the knack for selling F&I products and coming in above expectations, every month —are rare.

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Awareness = Sales

June 16, 2017

According to a recent survey, four times as many consumers would prefer to watch a video about a product over reading about it. This is just another reminder that technology lives in everything we do nowadays, and dealers can use it to their advantage.

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Tackling the Skeptics

May 12, 2017

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.

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The Human Touch in F&I

June 7, 2017

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.

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Saving F&I's Reputation

April 19, 2017

This week, we came across a news item from a local NBC station about a couple deciding to purchase a vehicle service contract when their factory warranty was up, because they wanted to ensure they were protected if something went wrong.

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