In a dealership, trust and transparency go hand in hand. But too much transparency around a finance and insurance manager's career achievements can dissolve that trust, F&I experts say.
Dealerships should set a few ethical ground rules for self-promotion in the F&I office, trainers and an F&I manager say.
Some displays of achievement are appropriate because they add credibility, said Gerry Gould, president of F&I training company Gerry Gould & Associates. But to prevent customers from keeping their resistance wall up, displays of self-promotion should be limited to ethical or compliance certifications, business manager certifications and other achievements in study courses, Gould said.
"You want to have the most sterile environment you can possibly have because how you are perceived is based on your office condition, your appearance and the conversation you have with your consumers," said Gould. "When it comes to promoting yourself, you should not have plaques all over your walls, and you should definitely not have plaques that say you're the No.1 F&I manager in the group, that you went to F&I boot camp or any other sales achievements," he said.
Those achievements in plain view could give customers the feeling that the F&I manager will stop at nothing to persuade them to buy a product.