Dealerships should offer employees special pricing on F&I products, says Richard Wentz, F&I manager at Shields Automart (Buick-Cadillac-Chevrolet-GMC) in Paxton, Ill. “From the receptionist to the technicians, having each of them ready to pipe up that they’ve used the VSC [vehicle service contract] or tire-and-wheel is so beneficial to the entire organization,” he says. “Not only knowing the value but being able to speak to how well the products have personally helped them is key.”
Employee pricing on F&I can prove invaluable
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