Vantage Point

Attracting Talent to F&I

June 30, 2017

With the right program, the right incentive plan, and the right ongoing training, you can staff any dealership with solid F&I managers who will exceed expectations. But true superstars – the people who just seem to have the knack for selling F&I products and coming in above expectations, every month —are rare.


Awareness = Sales

June 16, 2017

According to a recent survey, four times as many consumers would prefer to watch a video about a product over reading about it. This is just another reminder that technology lives in everything we do nowadays, and dealers can use it to their advantage.


Tackling the Skeptics

May 12, 2017

We have all heard it before: customers who walk through the door to F&I and immediately state that they won’t be purchasing any products, they believe they are all a scam or have no value, and they don’t even want to hear it — all before the F&I manager can get out more than “hello”. These F&I skeptics have likely either had a bad experience with an F&I product in the past, or they know someone who did, and it has closed their minds to even the possibility of finding value in what we offer.


The Human Touch in F&I

June 7, 2017

Lately, much of the buzz in our industry has focused on technologies, and if/when/how to better integrate them into our processes. But at the same time, we can’t lose sight of the fact that, at the end of the day, F&I is an industry focused on – and around – people.


Saving F&I's Reputation

April 19, 2017

This week, we came across a news item from a local NBC station about a couple deciding to purchase a vehicle service contract when their factory warranty was up, because they wanted to ensure they were protected if something went wrong.