Are your sales and F&I teams at odds with each other? Do you often hear sales team members complain of getting their front-end margin slashed when customers go to finance? Or, do you hear finance managers’ despair over having limited back-end flexibility for F&I products?
When sales people go through our F&I training, their feedback is often that all sales people should go through this training, as it would completely change the way they approach sales. Many sales professionals have no idea what goes on in the finance office, or how their efforts at securing a sale impact F&I.
So, what does go on in the finance office?
Any F&I manager will tell you that their job consists of securing financing that will cover both the cost of the vehicle and the sale of F&I products. They take customer information, submit loan applications, review lender bids, select a lender that meets the needs of both the dealership and the customer, and present the financing options and available F&I products to the consumer. While much of their time is spent on paperwork, the majority of their effort is spent on selling F&I products to increase the dealer’s back-end profit.
What effect does the sales process have on F&I?
The answer to this question is everything. Think about it like this. A sales person lands a customer on a $35,000 vehicle. When the finance manager pulls the customer’s credit and runs the numbers, they see that they will not be able to get a loan for more than $35,000. This makes it almost impossible to sell F&I products, which significantly reduces the dealership’s overall ability to maximize profit on the sale. Continue reading