It's important to a dealership's success that the F&I manager get out of the F&I office -- not only to interact with customers but also to help train the sales force, says F&I trainer Becky Chernek, president of Chernek Consulting in Cumming, Ga.
"F&I managers get in the box and they stay in the box. Once they're in that nest, it's hard to get them out," Chernek says. "They should provide additional training. In a lot of stores it surprises me how many F&I people are not involved in the sales training piece. In some cases, F&I is not invited and F&I does not have a voice."