Santivasi did the math and estimated that an F&I manager would have 11 extra minutes to offer products to the customer and close the deal if the manager would do two things:
1. Meet and interview the customer in the showroom, instead of the F&I office, to get a sense of which F&I products to recommend.
2. In the F&I office, use a video to present products rather than an oral presentation and brochures.
Considering that many dealerships try to get customers in and out of the F&I process in 30 minutes, 11 minutes is a lot of time, Santivasi said.
F&I managers often settle for the basics — like half a percentage point of dealer reserve and an extended-service contract — when they could be selling more, Santivasi said. "It's not because they're lazy. It's because they simply run out of time."
To listen to a replay of the Webinar, go to fandiweek.com, log in or register, click on "View F&I Sessions" and check out "Bringing a System to F&I Madness."