F&I interviews offer big pluses

Despite pressure to hasten the deal process, keep the F&I interview in place, suggests Steve Roennau of EFG Cos. Skipping the interview can hurt profit per vehicle and product penetration. Plus, the interview can actually speed up the process, he said. “When an F&I manager can directly relate a product's benefits to a customer’s specific needs, they can more quickly and efficiently overcome objections and close the deal.”