The sky is not falling.
There is still plenty of business available. While that business lasts, this is the time for dealers to regroup and re-address their go-forward plans with the focus on increasing back-end margins.
Train your team to focus on penetration rates over product pricing.
Ensure your F&I products match your inventory and customer demographic.
List your F&I product
Review your pay plans to ensure they are motivating and realistic.
Listen to more insights here
Consumer has a general idea of the products offered. They know which products they want, and they come in to the finance office with questions. With genuine interest in what the F&I manager has to say, their guards are down.
They want to buy.
Consumer knows nothing
about F&I products
until they reach
the finance office.
Sources: Automotive News, CNN, Federal Reserve, Bureau of Labor and Statistics