F&I SPECIAL SECTION: WINDS OF CHANGE

Change has been the watchword for the F&I industry during the past 16 months or so. First it was adjusting to lockdown orders amid the COVID-19, then adapting to consumers' accelerating desire to do deals digitally. Now inventory shortages and the scorching used-vehicle market have brought a new set of challenges. How to sell F&I products to this new vehicle mix? How to maximize profits on already pricey vehicles? And how concerned should dealers be about automakers’ moves to sell directly to consumers?
F&I Special Section: Winds of Change

F&I SPECIAL SECTION: WINDS OF CHANGE

Change has been the watchword for the F&I industry during the past 16 months or so. First it was adjusting to lockdown orders amid the COVID-19, then adapting to consumers' accelerating desire to do deals digitally. Now inventory shortages and the scorching used-vehicle market have brought a new set of challenges. How to sell F&I products to this new vehicle mix? How to maximize profits on already pricey vehicles? And how concerned should dealers be about automakers’ moves to sell directly to consumers?