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Use the vehicle as a prop to explain coverage

Take customers to the vehicle to help them better understand their coverage, suggests Dan Mason, general sales manager at McGrath Honda in Elgin, Ill. Go through the warranty overview at or inside the vehicle to show the customer what is and isn’t protected, he said. The protection and risk becomes more real for the customer when they are sitting in their new vehicle.

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