Car sales team should mention F&I products, too

Finance-and-insurance offices should be open to sales staff mentioning F&I products during the vehicle sales process, according to Jason Swiech, CDK product marketing manager. His focus is F&I.

Raising the topic earlier doesn't replace the F&I presentation.

"It's really about just getting that knowledge out there to the customer ahead of time," Swiech said. CDK has observed "a pretty good uptick" at stores where sales brought up F&I first, he said.