Customers already overwhelmed by the vehicle deal may reject an immediate F&I sales pitch, says Suzanne Cochrane, general manager at Helms Brothers Inc., a Mercedes-Benz dealership in Bayside, N.Y. Instead, for spot deliveries, her store sends the client out for a meal -- and picks up the tab -- while it runs the paperwork. The F&I menu is reviewed when the client gets back. F&I sales haven’t suffered, she says. It's a "much nicer experience for the client and worth the ... bill."
Spot delivery? Consider delaying the F&I pitch
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