Like so many other areas in the auto industry in recent years, selling F&I products these days can be challenging, as numerous factors affect consumer perspectives and buying decisions. From electric vehicles and digital sales processes to inflation and longer lease and financing terms removing consumers from the F&I market for longer periods, it’s critical for dealers to adopt new approaches to maintain profitability and build customer loyalty. To help dealers navigate the turbulent market, Automotive News asked Gabe Garroni, senior vice president of insurance sales at Ally Financial, and Tony Wanderon, chief executive officer of APCO Holdings, for some insights and advice.
