F&I - We Don't Just Train It,
We live it. Here's proof.
Three Powerful Truths of Consultative Selling!
Rick McCormick
When customers see the process is centered around them and effort is applied to make sure they understand the entire transaction, the trust level is extremely high. Published in November 2022 edition of F&I and Showroom!…
Years ago, dealers looked for aggressive, tenacious, money-motivated salespeople. They structured a commission plan designed to motivate and compensate based on volume and profit. While every dealer still wants, needs, and values volume and profit, they also need sales associates to focus on ensuring a great customer experience.…
One of the great things about virtually every service contract is the roadside assistance benefit, which is also included with many tire-and-wheel and key replacement plans. However, it is probably the least important part of the coverage. That's why, when reviewing the coverage on a menu or discussing the benefits…
Having a consistent follow-up process for customers who elect not to purchase the service contract at the time of delivery is something every dealership needs. You need a consistent process for offering service contracts in the service drive and an ongoing direct marketing approach.…
Unfortunately, when an F&I manager is making $30,000 a month and the GM - who has to manage 50 employees in multiple departments is responsible for overall dealership profitability - is only making $25,000, I can guarantee there is going to be a change in the F&I manager's pay plan.…
