Vantage Point

Getting Emotional

March 17, 2016

Often, when giving presentations to customers, F&I managers focus on product features and benefits. They talk about what it is, how it works, what it costs…And when those customers aren’t interested, F&I managers are left wondering: Were the features not thoroughly explained, was the product too expensive, did the customer not understand the benefits? Chances are, in many cases, it’s none of these reasons.

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An Inside Look at Claims at RoadVantage

March 9, 2016

In the RoadVantage claims center, we strive daily to do our part to ensure that our customer service is second to none. RoadVantage has made a commitment to providing superior protection and an exceptional customer experience, and we exemplify that philosophy in the claims center.

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Eliminating the Exclusion Headache

February 22, 2016

When a vehicle service contract is sold and the dealership customer walks out the door, in theory everyone is happy. The customer has peace of mind knowing that if problems strike, they will be covered, and the F&I manager has the satisfaction of knowing they have helped a customer better plan for the road ahead. That's the way it's supposed to work.

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Demonstrating the Need for F&I Products

March 2, 2016

When F&I managers are faced with tired customers who are often not aware of ancillary products and not receptive to hearing about them, how do we quickly and effectively change this scenario into a positive experience?

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Debunking the Age Myth

February 10, 2016

A story in Automotive News, published in late November, referenced a J.D. Power study which came to a surprising conclusion: Gen Y buyers are just as likely to buy F&I products as any other generation.

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