Tag Archives: maximizing F&I profit

By Myril Shaw Well, here we are, the heart of the so-called “slow season.”  Thanksgiving, and Black Friday, have now come and gone. Now that the craziness of this year has calmed a bit, it is time to evaluate and make decisions about how to be better. This is the season for change – change to make you better. Change to ...

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 ...

By Myril Shaw F&I has earned a bad reputation, thanks, largely, to the way it was handled for far too long in the automotive industry.  The recreational industry can and should refresh the way people think about F&I. For purchasers of recreational vehicles – boats, RVs, ATVs, off-road, Powersports – F&I should not, cannot, be a pressure-filled, must do, frankly, ...

By Myril Shaw 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 ...

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 – ...