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



ATTENTION COMMENTERS: Over the last few months, Automotive News has monitored a significant increase in the number of personal attacks and abusive comments on our site. We encourage our readers to voice their opinions and argue their points. We expect disagreement. We do not expect our readers to turn on each other. We will be aggressively deleting all comments that personally attack another poster, or an article author, even if the comment is otherwise a well-argued observation. If we see repeated behavior, we will ban the commenter. Please help us maintain a civil level of discourse.