F&I TIPS

Looking to sell more prepaid maintenance? Try using a worksheet

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.

Have a good F&I tip to share? Email Hannah Lutz at hlutz@crain.com

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