Although insiders tend to view the dealership car-buying process in steps or departments, customers see their experience as a whole, making it even more important to have sales and F&I on the same team.
So how can finance managers get sales staffers to help with F&I? Learn more about their goals and invest in their training, insiders said last week at the F&I Industry Summit in Grapevine, Texas.
"Most times we don't really know the salespeople. We have forgotten that if you want to inspire people, you better find out what inspires them," said Eric Melon, president of sales at F&I provider IAS. "We teach them what to say; we teach them what to do. We're asking them to get uncomfortable, but what would they get uncomfortable for," especially if they are not paid on commission?