The goal of the F&I professional is the same as it has always been. Sell products at high penetration and profit levels. The manner in which we’ve tried to accomplish this has varied over the years. In times past, F&I schools taught how to sell products to customers without them knowing that they bought them. Managers also learned how to overpower the customer with benefits so they felt foolish for not buying. In today’s market, with a well-informed consumer and a demand for transparency in the car-buying process, such tactics need to be eliminated.
