One that doesn't is Mercedes-Benz of Coral Gables, near Miami.
In June 2012, the store switched from using paper menus to present its F&I products to using iPads under a then-pilot program created by Dealertrack Technologies Inc. in cooperation with Mercedes-Benz Financial Services, said Scott Cooper, the dealership's financial services director.
The dealership saw an almost immediate difference in customer engagement of the products, he said. People like using touch screens to navigate through the graphics and video product presentations.
The department's average profitability per vehicle retailed and number of F&I products sold per retail sale both increased roughly 10 to 15 percent soon after the dealership made the switch, Cooper said. It also helped improve the store's overall customer satisfaction numbers, he said.
The increases were "consistent and solid, not up and down all the time," he added.
On the other hand, Phil Johnson, F&I consultant at Ramsey Mazda in Urbandale, Iowa, near Des Moines, said paper menus work just fine at his dealership. He said he can make product adjustments and draw graphs, if necessary, to get his point across to customers.
He said his dealership offers about four levels of coverage. They range from basic, which is a service contract, to platinum, which includes virtually every product the dealership offers. But the majority of his customers buy the products individually, he said, adding that the proliferation of potholes around Des Moines, coupled with the expense of replacing tires and wheels, has made wheel-and-tire replacement a popular product.
According to the company that provides the coverage, he said, "98 percent of the people who have tire-and-wheel file a claim."