Got customers who sometimes order vehicles from a great distance away? Email an F&I menu and brochures for, say, an extended service contract, tire-and-wheel and key replacement, suggests Joe Serra, financial services manager at McDermott Lexus of New Haven (Conn.). That’s what he does. “Obviously, I’d rather do it face to face, but at that point it’s a zero,” he says. “Any sale I make is gravy.”
Long-distance sale? Pitch F&I anyway
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