- F&I managers can see opportunities everywhere and many times have been trained in sales. Service lanes many times are not in a good position to work with customers and increase sales. What about F&I managers bringing their sales experience to the service lane?
- Mike Gorun, Managing Partner/CEO at Performance Loyalty Group had a few insights about it that he shared with CBT News…..(and there’s a video to watch — see link below)
- An F&I manager can present pre-paid maintenance plans and extended warranties to customers with the knowledge and sales ability to explain the features and benefits.
- Also has ability to determine when it may be beneficial for both store and customer to investigate whether it makes sense to trade-in current vehicle for a new one rather than make costly repairs.
- Pay attention to the reality in your service department as most staff consider it like being sent to the Artic Circle. They’re not accustomed to watching for opportunities to help walk-in customers and they’re usually not able to take any incoming calls – both of these are what they should consider their bread and butter that leads to a sale.
- F&I manager is already going to be busy and will likely not be pleased with idea of working the service drive. However, this person may not only be one of the best to place in that role, but he or she also has the most to gain from it – would get the commission and penetration from sale of any maintenance plan or warranty. Could also present the whole F&I menu to the customer.
Source: CBT News