Vantage Point

Raising Awareness in F&I

November 22, 2016

A recent Cox Automotive study found one of the biggest obstacles we face in F&I is low consumer awareness. Customers simply don’t know about F&I products – what they are, and how they bring value. This is one of the single most difficult issues in our industry today, especially as buying habits continue to evolve and more and more consumers want to be fully informed before they ever set foot on dealership property.


Motivating the F&I Manager

November 15, 2016

Ward’s Auto had a great blog a few weeks ago that, on the surface, might not seem to be much about F&I. Most of it is spent talking about the writer’s personal journey, but the message he is sending is clear: we often don’t realize what actually motivates us.


It Always Comes Back to the People

October 21, 2016

In a recent issue of Dealer Marketing Magazine, Jim Maxim, Jr. had a great piece called “5 Steps to Better F&I Results” that broke down the ways in which dealerships, and specifically, F&I managers can streamline processes to get better results.


Leasing is Here - Now What?

October 26, 2016

For dealerships and F&I managers, it’s no longer a question of whether leasing is cutting into new-car sales. The simple fact is that more and more consumers are choosing to lease instead of purchase, which leaves F&I departments searching for new ways to introduce F&I products.


A Season for Building Better Relationships

October 7, 2016

A recent article in Wards Auto noted that with the arrival of the fall season, so too has the sell-down season arrived dealerships across the country. As dealers clear out their remaining 2016 stock to make room for the incoming 2017 models, and as OEMs push end-of-year, consumers will be flocking to the dealerships to take advantage of the deals.