Finance directors have different ways of approaching customer interviews. Relying on the sales team works for some, while others want more independence.
As new-vehicle sales slow, and many finance and insurance managers likely sell to a larger pool of used-vehicle buyers, wise dealers will look to F&I products for a profit boost.
When F&I and sales departments team up, dealerships sell more F&I products, especially on used vehicles, finance managers and dealers say.
A casual, targeted approach is an important tool for all finance managers when selling to millennials, experts say. That's especially true given their growing impact on the auto market.
Dealer Paula Lohse and her team chose the "Women's Wednesday" program as a way to support women in the community. Many are the sole caretakers of their homes and children while their spouses and partners serve in the military.
Peer encouragement, and some health scares, have led staffers at a Sam Pack Ford dealership in Texas to embrace wellness programs.
Bella, a greyhound, helped customers and staff bond and relax at Freehold Buick-GMC.
As dealers work to bolster F&I profits, it's vital they keep a close watch on chargebacks.