The Industry's Leading Source For F&I, Sales And Technology


4 Steps to Selling Paint and Fab

June 2012, F&I and Showroom - Feature

by Rick McCormick - Also by this author

Today’s car buyer will buy what’s on the menu — that’s if you can show them why they add real value to their purchase. One product that can appeal to today’s discerning consumer is environmental protection. But before you go for the “close,” there are four steps you’ll need to take before you can sell this high-value, low-cost protection. Before we delve into these steps, be sure to read the policy on your environmental protection plan, as benefits and limitations may vary. Now let’s get to those steps.

Step 1: Always Sell the ‘Why’ First

Successful salespeople always talk about the “why” before they present the “what.” This leads the customer to make an emotional connection before you even present the solution.

Now, the natural reaction to an objecting customer is to respond with, “That surprises me that you’re not interested in environmental protection.” Unfortunately, this statement usually causes the customer to form a wall of resistance to the product before you’ve had an opportunity to help them see why it makes sense.

Instead, try this: “We not only want your buying experience to be great, we want your ownership experience to be the best you’ve ever had. We want to assure that keeping your vehicle looking ‘showroom new’ is easy, and you never have to worry about any stains inside or paint issues outside. That’s why having environmental protection is critical.”

Step 2: Sell the Difference

Manufacturers value the importance of protecting the finish on a vehicle. They protect them on the trip from the factory to the dealership with white plastic, covered carriers and even zip-up bags. There is a reason for their concern: They understand the difference. Now it’s your job to make sure your customers reach the same understanding. Many customers (and even some F&I managers) believe the paint on today’s vehicles is the same as it was 10 or 20 years ago. They also believe most protection products are nothing more than expensive wax and Scotchgard. Explaining why both perceptions aren’t correct provides a nice opportunity for you to build urgency and awareness, two critical components to getting buy-in from your customers.

The Paint: Advances in how paint is made and applied have actually made vehicles more susceptible to environmental damage. That’s because the use of waterborne, thermoset enamels and computer-controlled robots allows for paint to be applied more evenly. That means less paint is needed. It also means the cost to repair damaged paint has dramatically increased.

So, contrary to popular belief, today’s vehicles do not have “more” paint. While virtually every manufacturer now uses a polyethylene clear coat to protect the underlying color coat, the overall paint thickness is about the same. The clear coat is the final coat applied to a new vehicle to protect the base-color coat from the sun and hostile environments.

Even though the clear coat adds an additional layer, the use of high solids, waterborne paint allows for a much thinner color coat without sacrificing that glossy finish. And total paint thickness, including primer, now measures out to about 4 to 7 mils, or 4 to 7 thousandths of an inch thick. Some new vehicles may even have as little as 3 mils of total paint thickness on the roof, or the combined thickness of a piece of paper.

The thickness of the clear coat is only 1.5 to 2 thousandths of an inch. So, without some type of paint sealant, this microscopically thin clear coat is the only defense your vehicle’s base-color layer has, making it more susceptible to scratching. And once compromised, the area must be repainted or the base color will eventually fade and discolor.

Paint Protection: Today’s protection products are marvels of chemical engineering. When properly applied, they become part of the finish on a molecular level, creating an impenetrable shield that seals and protects the painted surface against acid rain, bird droppings, ultraviolet rays and tree sap. It also helps the vehicle maintain its brilliant shine, as well as resist grime and dust and those troublesome water spots.

Interior Protection: Today’s  fabric and carpet protection products are marvels in their own right, forming a micro-polymer barrier around each individual fiber to prevent spills and soils from actually contacting the surfaces of the fabric and carpet fibers. As a result, grease, grime and spills simply sit on top of the surfaces so they can easily be blotted or wiped away. Many of today’s product are also formulated with transparent chemicals that absorb UV light to protect the material from sun fading. 


  1. 1. KEVIN THALL [ June 14, 2012 @ 10:20AM ]



Your Comment

Please note that comments may be moderated. 
Leave this field empty:
Your Name:  
Your Email:  


So Here's the Deal

Ronald J. Reahard
Selling High-Mileage VSC Plans

By Ronald J. Reahard
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Selling Warranty Compliance Plans

By Ronald J. Reahard
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Sold But Not Closed

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Love It or Leave It

By Marv Eleazer
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.


By Marv Eleazer

The Little Things

By Marv Eleazer

On the Point

Jim Ziegler
Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler