F&I managers must stay alert to real-world examples that could work as a sales close, F&I trainer Tony Dupaquier says. At the car wash recently, he realized a high-end car wash with detailing could actually cost more per mile, depending on the number of miles between washes, than an extended service contract would. In his case, it did. The $44 car wash -- “I got upsold really good” -- worked out to 6.8 cents a mile factoring in the car had been driven 650 miles since its last wash. A 100,000-mile service contract for $3,500 is 3.5 cents per mile.
Inspiration for an F&I close can strike anywhere
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