DONNA HARRIS

Menu is just part of F&I product sales

Donna Harris covers automotive retailing for Automotive News

Do you have an F&I sales system in place, or do you just have a product menu?

Glenn Roberts, national training manager for Zurich North America Commercial, a major F&I supplier, says dealers should have a selling system for F&I products just as most do for selling vehicles.

But when he asks dealers whether they have a system in place, many simply say that they have a menu.

To be sure, a menu is a critical F&I sales tool. But the menu is just a piece of the process, Roberts explains.

For example, a typical selling system for F&I products would include specifics on meeting and greeting the customer, qualifying the customer, writing up the deal, presenting a menu and closing the deal.

Based on Zurich’s research, using that particular process can add $196 per car in aftermarket income in stores that already use a menu as a sales tool.

So an F&I sales system gives dealerships a better shot at selling products off of their menu.

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