By Myril Shaw Simple, measurable, achievable, reasonable and time-based goals. They are absolutely a requirement for driving F&I Success. However, as important and necessary as they are, they are also not sufficient. True F&I success is only possible with a comprehensive and robust F&I process. This process starts long before the customer is introduced to the Finance Manager (or, as ...
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The Cash Conundrum – maximizing F&I profit from “cash” buyers
Let’s start with this – 80% of “cash” buyers are not using liquid cash. What does that mean? When a customer walks in and says that they are paying cash, the odds are that they talked to their local bank or credit union, that they are using part of a home equity line, that they are selling stocks or other investments – ...
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