Hybrid vehicles are having a moment! A recent Pew Research Study showed 45% of Americans would consider purchasing a hybrid, a 5% increase since 2024. Many consumers cite changing tax laws and EV regulatory pressure as a driving factor. Automotive OEMs are listening with several major brands promoting their hybrid lineup as a ‘greenish’ bridge between traditional combustion engines and environmentally friendly EVs .
This is good news for your dealership. Whether your customer is a tech-savvy Gen Z’er or an environmentally concerned Millennial, specific F&I products that cover hybrid’s unique needs are a win-win. But explaining and promoting those products takes special skills. Does your staff know the key differences between an electric vehicle (EV), a hybrid and an internal combustion engine (ICE) – and how to explain the related F&I products? Can they comfortably discuss the difference between a mechanical and electrical breakdown? Our F&I training gives your staff the tools to be a useful resource for your buyers while attaching the right F&I products that meet their needs and drive revenue to your bottom line.
Yes – Hybrid Vehicles Have Unique Needs and Targeted F&I Products
For many consumers, a hybrid vehicle offers the best of both worlds. Hybrids combine an ICE with one or more electric motors that generate electricity for the engine, recapture energy through regenerative braking, and power the wheels with or without help from that engine. This combination of an ICE and at least one electric motor makes for a complex powertrain. Protecting the powertrain and the related batteries becomes even more important, and potentially costly. Attaching the right F&I products becomes paramount to a successful sale.
F&I products covering the ICE powertrain and battery are commonplace. But hybrid powertrains and batteries are unique, involving different electrical and mechanical functions. In a hybrid vehicle, the battery that switches between the gas motor and the regenerative hybrid battery is considered part of the drivetrain powertrain. EFG’s MAP Vehicle Service Contract 4-star coverage and our Drive Forever Worry Free Wrap Coverage both cover hybrid vehicles.
The Right Products + The Right Training = F&I Revenue
Understanding the differences between an ICE, EV, and a hybrid requires that your staff have some technical knowledge. Attaching the right F&I products means they have a good understanding of the available F&I products. Explaining all of this – and the benefits – to your buyers demands a highly trained, accomplished team member. That’s where we can help!
EFG not only offers the right F&I products that support a hybrid vehicle’s unique needs, but we also deliver proven training designed to boost your revenue. As hybrid vehicles continue to gain in popularity, don’t miss out on revenue just because your team lacks training.
Demographics come into play when selling to hybrid consumers. According to research, hybrid car buyers typically fall between the 35–55 age range, and are professionals with families looking for a balance between fuel efficiency and convenience. Older consumers, particularly empty nesters and retirees, also show interest in hybrids due to their reliability and lower fuel costs. Many in this age group value sustainability but may be hesitant to switch to a fully electric vehicle due to concerns about charging infrastructure and range limitations. Hybrids provide an attractive middle ground, offering both gas and electric power for extended driving flexibility.
Engaging with these two demographics demands different approaches. Older buyers may be less technically savvy and reluctant to purchase an F&I service protection product. Explaining the mechanical and electrical differences between an ICE and a hybrid – and the benefits of the right F&I product are key to a successful sale.
Younger buyers understand the general concepts with a hybrid and are used to buying service contracts to protect their various electronic devices. A successful sale to this customer requires working with them as knowledgeable, technically accomplished buyers who prefer to understand the different components of the vehicle.
Both groups are budget conscious. Explaining the cost of repairs and the return on investment of a protection product that keeps the vehicle functioning can override the typical objections.
EFG’s award-winning training delivers those skills! Whether it’s targeted role-playing in our Road to the Sale course, or specialized F&I training in our Producer class, our experts can deliver the tools that are guaranteed to increase success and boost revenue. But don’t just believe us! Past course attendees will tell you their success stories.
Don’t miss out on the hybrid sales and F&I profits. Learn how our hybrid subject matter experts and skilled trainers can boost your success. Connect with Anthony Olivieri on LinkedIn or by email at anthony.olivieri@efgusa.com