To expand F&I business at U.S. dealerships, Volvo Car USA is partnering with JM&A Group to offer a suite of branded F&I products and on-site training at each store beginning in January.
The branded F&I product suite, called Volvo Increased Protection, was introduced late last month. The product line will include vehicle service contracts, lease vehicle service contracts, a certified pre-owned service contract, prepaid maintenance, total loss protection, tire-and-wheel protection and appearance protection, the companies said.
JM&A reps will visit Volvo’s more than 300 U.S. dealerships to assess each store’s needs and opportunities and create a customized support and training strategy for each dealership, Brian Walwyn, JM&A Group’s vice president of field sales operations, told Automotive News.
The training will focus on improving the car-buying experience, customer loyalty, dealership compliance and overall performance.
“The Volvo Increased Protection program focus is to deliver products that enhance the customer experience, particularly in service and repairs,” he said. “And like we do for other brands and dealer groups, our associates will work closely with Volvo’s field team to support Volvo’s business objectives.”
Tony Nicolosi, president of Volvo Car Financial Services for Americas, told Automotive News that the on-site training is “designed to enable Volvo dealers to increase their F&I product penetration, resulting in increased profitability and service retention. All this in a way that meets today’s compliance standards.”
The entire dealership staff will be trained on Volvo Increased Protection products and processes so they will be able to explain to customers how the products can benefit them, said Greg Turner, director of OEM relationships for JM&A Group.
Volvo Increased Protection speaks to the “luxury brand [that Volvo’s] customers have come to expect,” Turner said. “JM&A’s goal is to support their business needs and to help their dealers maximize performance and increase profitability,” he said.
The partnership will also enable Volvo dealers to integrate with more than 10 major F&I menu providers, Nicolosi said.
Before the partnership with JM&A, Volvo had a few individual branded products under another product provider. Volvo dealerships sold a mix of branded products and products from third parties.
JM&A also provides branded products to Southeast Toyota Dealers, Kia Motors of America, Volkswagen and Audi dealerships and large automotive groups that have multiple dealerships and brands.