From photos of cars crushed by trees that ask “Got GAP?” to cups filled with debris pulled from flattened tires to impromptu sketches on brochures highlighting key points, visual aids and other props can be effective F&I sales tools.
“Props work to engage people and get them to think about the product,” said Howard Lowenthal, F&I manager at Bob Davidson Ford-Lincoln in Baltimore. “Whenever they can visualize [in terms of using a product], it’s easier to sell that product.”
Simple, inexpensive props can include faux coffee or juice spills, samples of seat fabric with and without stain protection and damaged tires and wheels from the service department. Some are easier to store and use than others, though.
“Those tires and wheels are some of the best conversation starters,” Lowenthal said. “Some [F&I managers] don’t have the room to keep that kind of display. That is an issue. Some of those things can be kept in the hallway of the dealership.”