Think products, not dollars

Set an F&I product goal per retail unit, instead of a dollars-per-unit target. Then offer a range of F&I products with your per-unit goal in mind, advises F&I expert George Angus. “If there’s a product not doing well, replace it with something else,” he said. Remember, though, “If you want to average two products per unit, you’re going to have to offer more than two products.” The average is three to six, he said.