F&I professionals in dealerships across the country know the leases are coming at high levels. The question is, are we ready? Let’s look at the three “P”s that help lease customers make great buying decisions: perception, products and presentation.…

Today, every part of the F&I process must add value for the customer. Your F&I Manager has to be trained how to help customers, not just sell customers. That requires he or she utilize a needs based approach, not a greed-based approach. So let’s look at five ways you can…

Short cutting the process of discovering why each particular customer needs the products that you offer is F&I malpractice! Customers view their money differently since the recent recession and they are not interested in buying products that they feel they don’t need.…

You would think having access to multiple lenders through a dealer’s onsite finance and insurance department would be seen by customers as a valuable resource. Yet in far too many dealerships, the F&I sales process is built around maximizing dealer revenue, with little or no consideration given to maximizing customer…

Expectations must be consistently communicated. Expectations can create a vision for where we should be going and enable us to make a substantive plan on how to get there. However, they must be clearly communicated and reviewed often.…

The Internet is challenging just about every retail industry the more consumers embrace it for all of their shopping, buying and payment needs. But that doesn’t mean it can’t be an ally to the men and women manning the F&I office.…

The current movement toward high-performance wheels and run-fl at tires has made road hazard protection a no-brainer - that is, if you follow three simple steps to the sale.…

Today’s F&I sales process needs to reflect heightened customer expectations, their instant access to information and the current regulatory environment. That’s why we must replace some of those old processes with what I like to call “next” practices.…

To sell environmental protection, you need to clear up several misconceptions. Doing so will pave the way to a successful sale.…

There is an ugly trend taking hold at many dealerships today. The sales desk is being tasked with many of the duties and functions that have traditionally been the responsibility of the F&I department. The list includes taking credit applications, pulling credit bureaus, submitting deals to lenders, and quoting payments…