Some in the industry think the Internet will hamper F&I sales, but not auto retail veteran and Internet consultant Ralph Paglia in Gilbert, Ariz.
Paglia, who has a background in both technology and F&I, says the Web is conducive to shopping for finance and insurance products.
"Customers like to take their time and absorb information, and they can do it online," he explains. "At most dealerships, finance managers are already presenting products on a menu displayed on a computer monitor. If menu selling works, then using the Web to sell F&I products will work."