Feature F&I product information online and enable customers to make selections, suggests Eric Fifield of EFG Cos. That way, once F&I managers confirm that customers understand the items selected, they can discuss the value of the products declined “and overcome objections to increase product penetration,” he said.
F&I sales success starts online
Send us a letter
Have an opinion about this story? Click here to submit a Letter to the Editor, and we may publish it in print.
Recommended for You