F&I Managers should spend their downtime at the sales desk helping work car deals.
A few reasons:
- F&I can structure deals and help deliver more cars
- F&I can facilitate a spot delivery and create a sense of urgency with the customer
- F&I can increase the total deal yield for the house
Any tenured F&I Manager understands, why they should use an interview/menu presentation with every customer.
Legalities aside, by offering 100% of the products to 100% of the customers 100% of the time,
the F&I Manager is playing a numbers game. It’s called the 300% rule and the good F&I Manager wants to increase his odds of closing the sale EVERY time he presents products.
If a “Car Guy” looks at his customers types through the bell curve, he can see that 10% are lay-downs, 80% need to be sold and 10% will buy nothing, no matter how compelling the offer.
Here’s the bottom line: By offering all of the products to everyone, the...