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IAS Takes F&I Selling Online

March 13, 2012

AUSTIN, TexasIAS announced that it will release SmartOffer, an e-mail-based F&I presentation program designed to allow dealers to present and sell product to Internet customers. Demonstrations of the product will be available this week at Agent Entrepreneur’s Agent Summit at Caesar’s Palace in Las Vegas.

Based on the company’s SmartPad tablet software, SmartOffer collects and presents information to customers remotely. The software’s sequences are customized for every dealership.

“Few innovations have impacted F&I like the advent of the menu. As we turn a new page in the industry, we have a different kind of customer that is technically savvy and armed with knowledge about the vehicle they are buying, but are physically removed from the F&I process and are therefore excluded from the normal product presentation process,” said Matt Nowicki, vice president of retail software for IAS. “Being able to educate the consumer on the benefits of value-added products and utilize menu selling for this new breed of customer, I believe, is the future of F&I.”

Dealers can choose to e-mail customers a CSI survey and F&I interview questions, as well as multimedia product presentations, sales tools and package-based menus. Interactive F&I presentations are personalized and then emailed to remote buyers prior to vehicle delivery. Customers can then view the information before visiting the dealership to take delivery of their vehicle.

Dealers also may choose to employ a live interactive session between the F&I manager and the customer to review a menu and other sales tools before the customer sets foot in the dealership, according to IAS. In addition to presenting F&I products to Internet customers, SmartOffer can be used before or after service appointments to sell F&I products to service customers, according to IAS.

“With online auto sales continuing to climb, more and more dealerships employ Internet sales reps and online marketers than ever before. Still, dealerships have struggled to find a way to sell aftermarket to the true Internet customer,” said Bob Corbin, president and CEO of IAS. "SmartOffer delivers a real solution for Internet buyers and does it in a way that is both engaging and familiar. In addition, it reveals a potentially untapped revenue generator for the dealership — a win-win for both the consumer and dealership.”

SmartOffer is available immediately, according to IAS. For more information, visit www.iasdirect.com.

Comments

  1. 1. Tom Wilson [ March 15, 2012 @ 06:17PM ]

    It's an interesting concept. I agree that we have a customer armed with information about the "vehicle" they're buying since that information is readily available pretty much anywhere.

    What I'd really be interested in are the facts and supporting data concerning the effectiveness of reaching out long-distance and touching a customer with F&I products via this program. I'm sure that there were countless hours/days/weeks/months of testing in real-world dealerships with real-world F&I Managers before this was rolled out to the dealer network. I'd like to see the before and after results of those stores once this process was installed.

    I'd like to see a follow-on article with the facts and figures from Matt Nowicki which will support his claims for this new product. If it truly works as touted, it's a win-win situation for both dealers and customers.

  2. 2. Vivian [ July 15, 2012 @ 08:48AM ]

    Depends on the dealership. I want to say 600 is rolguy the break off point where it's up to the dealership wether they want to put you on high risk paper, with a high interest rate or if your too much of a risk. They not only look at your score but whats on the report. You can have a low score, but recent solid history with all your accounts in good standings but you made some mistakes. They might just have a high interest rate.

  3. 3. Joe Pate [ September 05, 2012 @ 01:48PM ]

    Menus work with a proper presentation but they can't sell the products. There isn't enough room on the menu to list all the features and benefits that are offered with each item.

 

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