FINANCE & INSURANCE

4 reasons why F&I will fly in 2012

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Jim Henry
Automotive News
March 12, 2012 - 12:01 am ET

The large public retailers saw a banner F&I year in 2011 and say they expect no letup this year.

This month, executives from Asbury Automotive, AutoNation, Group 1 Automotive and Lithia Motors cited four factors that point to even better F&I results in 2012.

1. Subprime and near-prime customers are getting financed easier.

2. Lenders are competing more.

3. F&I training and techniques like selling extended-service contracts to service customers are now standard.

4. Service contracts and prepaid maintenance are building service retention and repurchase intent.

You can reach Jim Henry at autonews@crain.com.

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