F&I TIP

Would you sell your F&I products to an expert?

If you don’t believe in your F&I products enough to pitch them to an industry expert, stop selling them, advises Matt Nowicki, vice president of retail software at IAS. When he buys a car, he says, F&I managers see where he works and assume he won’t buy an F&I product, so they don’t offer him any. That's wrong, he says. "If you're selling a product you don’t believe in, please stop."

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