TODAY'S F&I TIP

It pays to do your homework

F&I managers build credibility -- and sales -- when they know the details of the service contracts they sell. "Read it cover to cover. Know the exceptions and limitations for all of them," advises F&I veteran Jacqueline Paquette-Weedo. Finance managers should also know manufacturer warranties inside and out, she says. "It helps handle objections, limit chargebacks and adds incredible credibility to our jobs as F&I professionals."

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