Access F&I
RECORDING NOW AVAILABLE - VIEW TODAY!

The F&I Handoff: Keep It, Drop It – or Do Both?

RECORDING NOW AVAILABLE - VIEW TODAY!

It's one of today's hottest debates: Do you hand the customer off to an F&I manager, or have one employee work with them through the entire process? First Texas Honda does both. Andrea Baker, who piloted the program, will explain what was necessary to make it work and what hurdles had to be overcome. Attend to get first hand insight into one dealership's unusual approach, including pros and cons, that will help chart a path for your own dealership.

 
OR attend this event
Speaker
Andrea Baker
Co-General Manager
First Texas Honda
Read more about the speaker

Webinar Summary

It's one of the hottest debates in the F&I world these days: Do you hand the customer off from a sales associate to an F&I manager, or have one employee work with the customer all the way through the process?

First Texas Honda does both.

Moderator
Dave Versical
Director of Editorial Operations
Automotive News

Senior associates who understand the dealership's processes work with a customer all the way through the sale, building rapport all along the way. Less-seasoned sales associates hand the customer over to an F&I specialist, who is well-trained in the products, processes and compliance issues that are unique to the F&I operation. Andrea Baker, co-General Manager at First Texas Honda, set up the hybrid system years ago, and piloted the program from concept to reality. In this Webinar, Baker will give her first-hand testimony as to the merits of the dealership's unusual approach, explaining what was necessary to make it work and what hurdles had to be overcome. She also will offer, from her unique vantage point, thoughts on the pros and cons of the two approaches. Key takeaways:

• What are the relative advantages to a handoff vs. keeping each customer with a single store associate?

• How do you find employees who can handle the entire process, or determine if your existing employees can do that?

• What compensation plans work best for each approach?

• If you're thinking of making a switch, how can you prepare for the ensuing problems – both the expected and the unexpected ones?

Some worry about F&I product regs, but not Jackson

12:01 am U.S. ET | July 23, 2014
AutoNation CEO Mike Jackson says that unlike some in the retail industry, he's not worried the Consumer Financial Protection Bureau could have plans to impose stricter monitoring of financing for F&I products.... Read More »


F&I revenue growth slows in Q2 for some major dealership groups

12:01 am U.S. ET | July 23, 2014
Of the four publicly traded new-car dealership groups that have reported second-quarter results, only one has posted a higher rate of growth in F&I revenue per vehicle retailed than it did a year ago. Lithia Motors today reported average F&I revenue per vehicle of $1,206, up 9.4 percent from the 2013 period. Last year at this time, its per-vehicle F&I revenue rose 4.4 percent from the year-earlier period.... Read More »


Capital One, Huntington target more prime loans

12:01 am U.S. ET | July 23, 2014
Capital One continues to push aggressively in auto loans while other big banks, such as Chase and Wells Fargo, have slowed auto loan growth amid accelerating competition, especially in prime-risk lending. Regional powerhouse Huntington Bank, based in Columbus, Ohio, is also pursuing much bigger volumes in prime auto loans... Read More »


» More
 


Rocket Fuel