Timing the F&I Menu Presentation
Gerry Gould believes F&I managers should jump into the menu presentation as soon as the customer sits down in their office. The director of training for UDS explains why in this week’s Tip of the Week.
Gerry Gould believes F&I managers should jump into the menu presentation as soon as the customer sits down in their office. The director of training for UDS explains why in this week’s Tip of the Week.
Timing the F&I Menu Presentation
Gerry Gould believes F&I managers should jump into the menu presentation as soon as the customer sits down in their office. The director of training for UDS explains why in this week’s Tip of the Week.

Some of it should be given to the customer, but that doesn’t mean the F&I office relinquishes the process. In fact, a different approach both builds trust and boosts sales.
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Talk to F&I customers like you’d talk to a friend, without industry lingo or sales-like questions, and use hard proof to show, not tell, them about a need.
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Helping F&I customers understand complementary offerings is likely to lead to more sales, based on the success of a high-performing practitioner of the philosophy.
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Ethical F&I Manager's Conference will take place at The Cosmopolitan Las Vegas on April 13–15, 2026.
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EFI 2026 will take place April 13–15 at The Cosmopolitan Las Vegas.
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In this video, Reese Dailey explains how effective follow-up drives better results across the dealership, including increased sales, higher F&I penetration, and stronger customer retention.
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‘So You Think You Can Do F&I’ is a live role-play contest taking place at the 2026 Ethical F&I Managers Conference.
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It may be human nature to back off when a customer seems to say no to a product or service. But experts say F&I managers should operate as though the answer will be the opposite.
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Deal volume ebbed and flowed throughout 2025, but product performance remained steady, according to automotive technology and data intelligence solutions provider StoneEagle.
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