“Regardless of how good an F&I manager may be as a salesperson, it is hard to overcome a customer’s in-a-corner feeling when they are in the F&I office.”
- Anthony Patterson, Patterson Auto Group, on why his dealerships use technology to engage more with customers.
Technology Aims to Ease F&I’s Boxed-In Syndrome at Car Dealerships
“Too much negative chatter about the traditional F&I model drives me nuts. The last time I checked, it wasn’t broken.”
- Marv Eleazer, finance director, Langdale Ford
“A lot of these things, if they had sat down and thought about them, they wouldn’t have done.”
- Dealership attorney Tom Hudson on how some dealers can end up on a regulator's radar.
Costly Lesson Shows No Car Dealer Can Fly Under Radar, Attorney Says
“Clearly, women are the primary financial decision makers.”
- Jennifer Libin, sales director, Automotive Profit Builders
Women in Majority as Car Buyers, But Not as Dealership Employees
“When customers have been educated thoroughly about the benefits of F&I products, they are more likely to return to the dealership to use it.”
- John Stephens, a senior vice president, EFG Companies.
The Connection Between F&I and Service Drive
“Traffic over training is one approach. But let’s face it, it’s the wrong approach.”
- Automotive consultant Keith Shetterly on some dealers who are determined to get more customers, yet mishandle the ones they get.
Car Dealers Prefer Sales Traffic Over Training
“A dealership pay plan should not be responsible for managing a finance manager. Dealership management should be responsible for that.”
- Chris Cochran, lead underwriter, Off Lease Only Orlando, and a former dealership finance officer.
Avoid Misusing Car Dealership Pay Plans
“They’ve been told a lot of stories and have been turned down several times, so they’re skeptical.”
- Tony Davis, sales and finance director, Ricart Credit Factory, on an uneasiness subprime customers often show and express.
Subprime Approach Helps Customers Buy Cars, Rebuild Credit
What car dealership F&I pros are talking about these days.
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