Rearranging an F&I menu to show just the monthly payment for F&I products instead of the payment for the products plus the vehicle can help sell a customer who's on a budget, F&I trainer Scott Donaldson says.
"A customer often has a certain [monthly payment] number in mind, say $300. Then they find the car of their dreams and fall in love with it, only it's $400. They decide to make the purchase, but that's as far as they're going to go," said Donaldson, president of Dallas firm Salesman of the Month Network, during a phone interview this week.
"They get turned over to the finance manager and now with credit life or whatever F&I products, the payment goes up to $489. That's a very hard payment to sell because it's so far over their budget," he said.
With the right setup, the menu can just show the additional cost for an F&I product -- say $89 -- instead of the entire payment. "Now all I'm selling is $89," he said. "That's much easier."