F&I TIPS

Looking to sell more prepaid maintenance? Try using a worksheet

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At Team Ford Lincoln in Las Vegas, F&I managers use a special worksheet to sell customers on prepaid maintenance. It estimates the cost of Ford Motor Co.'s recommended maintenance schedule and compares that to the lower cost of the maintenance contract. F&I managers also stress to customers that having the work performed by certified technicians using original equipment parts protects their investment better than using an independent shop.

You can reach Amy Wilson at awilson@crain.com.

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