That customized approach carries into other areas. Take a dealership’s product index. Some F&I providers might focus on raising the index by trying to sell more of the products that sell well. But an Allstate agent can take a contrarian approach that identifies traits shared by customers who don’t purchase F&I products.
“Putting more pressure on the kinds of customers that already buy three products significantly increases the risks of them buying nothing,” Guy says. “We’ve developed advanced performance-reporting tools that identify those who don’t purchase any F&I products. … That allows our local agents to coach and mentor the F&I personnel on how to overcome their objections.”
Speaking of coaching, Allstate Dealer Services and its agents provide extensive product training for dealerships along with critical follow-up training through content that F&I personnel can access online, on-site and on demand.
“It all works hand-in-hand with our agents’ in-store training and our live educational events,” Guy says.
Looking ahead, Allstate offers dealers yet another reason to offer "Good Hands®" protection to their customers. Continual research that generates insights into what engages customers—and helps sell F&I products.
The company is always developing tools that enhance sales processes, says Dave Border, president of Allstate Dealer Services.
“Instead of asking what dealerships think they want next,” Border continues, “we’re flipping the equation by looking at key data points to determine what customers need and demand.”
For instance, to satisfy online consumers, Allstate Dealer Services can embed web tools within a dealer’s website that offer educational videos and other materials.
“When properly educated, most customers see value in F&I products,” Border says. “But a bad process skews which products people will buy and even where they’ll buy them. “We want to put F&I on the same footing as the rest of the car-buying process — make it a value-add, not perceived as a burden at the end of the process.”
Visit Allstate.com/AutoNews to learn how you can maximize your F&I profit potential with Allstate Dealer Services.