The F&I department has to upgrade its level of service from 3G to 4G — the next generation of selling F&I products. This upgrade requires F&I to become more than just a secretarial service for the sales team. It requires F&I managers to get involved early in the sales process and step up, not back, when there is a tough deal or difficult customer. They must view themselves as financial services specialists who genuinely believe in their products.
