Some F&I managers don't interview customers before they get to the F&I office for fear of provoking sales resistance. But Fred Gitter, business manager for Lia Honda in Albany, N.Y., makes it a point to interview first-time customers so he can set up a customized menu. "A quick understanding of who I am dealing with ... and a quick overview of their driving habits," Gitter says, makes for an easier sell.
Advanced knowledge makes for easier sell
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