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Finance has historically been the last step in the car-buying process, but it doesn’t have to be. The customer’s journey starts long before they arrive at the dealership, and so should F&I’s involvement.
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F&I professionals are outpacing the earnings of their colleagues in the sales department and even at the executive management level, and every attempt to relevel the playing field has its pros and cons.
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The definition of F&I success may vary, but sustained production depends on industry and product knowledge, commitment, preparation and self-discipline.
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An Ohio-based general agent believes the F&I industry is ignoring a paradigm shift and a chance to deliver what consumers really want: a better experience.
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Studies show that change is coming to the finance department, and dealerships like Northwest Honda and Southern Chrysler-Jeep are making sure their F&I offices are ahead of the digital curve.
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Mansfield Auto World employees were stunned when a seemingly normal online transaction nearly turned into an international crime. Authorities say the dealership was the victim of a troubling new trend in auto theft.
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Selling only the benefits of paint and fabric products could be walking you right into an objection. F&I expert says there is a better, more tangible way to present the protections.
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F&I pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.
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To be an F&I professional, there are six things you need to stop (or start) doing, because whether you like it or not, you’re a role model.
Read More →Rob Berger, executive vice president at Wise F&I, was elected as president of the Guaranteed Asset Protection Alliance (GAPA).
Read More →The Charles River Associates study commissioned by the American Financial Services Association was cited in the committee’s critical report on the CFPB’s methodology for alleging discrimination in auto finance.
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