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F&I TIP

Right-size F&I staff for better sales

Hire enough F&I managers so they won't feel pressured to rush through presentations to keep the F&I line moving, advises Lycia Jedlicki of NCM Associates. Once an F&I manager reaches 60 to 75 customers a month, "the dealer is actually losing money because [the manager is] speeding through things" to get to the next customer. It becomes more difficult to focus on the needs of, and sell the applicable products to, the customer at hand, she said.

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