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Life and disability insurance, GAP insurance, protection packages, accessories – it’s been the F&I manager’s realm.
As auto manufacturers and dealers shift from the traditional sales methods to customer-centric methods like at-home test drives and online showrooms, F&I must take on a different life.
With the customer at the helm, an F&I manager has less sway in presenting the high-grossing products in the business office. Often, it’s going to be an online or phone conversation instead of face-to-face. An F&I advisor will need to find creative ways to present products and pair customers with services that are of value to the dealership. More importantly, the F&I products and services must have perceived value for the customer.
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