This course spotlights the F&I Department as the “customer experience bridge” between Variable and Fixed Operations. Numerous individual and group activities are designed to fuel learner engagement.The financial analysis segment explores the F&I Department as a single profit center as well as its impact on other departments affecting the dealership holistically. Throughout the course, learners will develop solutions to F&I challenges. The role play activities leverage newly acquired knowledge and help learners apply and master skills.
- OEM Dealer Contact Personnel
- Dealership Management
- Sales training basics
- F&I products and positioning
- Consumer interview elements
- F&I menu training, development, and role play
- Consumer credit and negative equity impacts
- F&I transaction goals
- Retention building via leasing
- F&I profit and penetration analysis
- F&I Compliance laws and regulations
- Complete an online survey
- Complete a F&I product spreadsheet at least 3 business days prior to class
- Bring to class the completed F&I product spreadsheet in either a printed hard copy and/or a digital copy
- Construct Elevator Pitches that can be used on the salesroom floor and in the F&I office.
- Examine F&I products’ features and how each can benefit the customer.
- Conduct an effective interview to obtain information via role play.
- Recommend modern tools, strategies, concepts, and techniques that drive results by using them in F&I presentations.
- Assess customer defection risks associated with structuring the transaction that will result in long-term negative equity.
- Apply best practices and processes to render a more profitable and customer-friendly F&I experience that results in a completed transaction under 45 minutes.
- Evaluate the strategy for leveraging maximum Variable Operations income via leasing.
- Recommend solutions for key compliance areas which represent the most significant dealership pitfalls.
