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While this might seem incredibly simple, it WILL work because when you use a menu to present all your products to all your customers all the time, there is a greater chance that a customer will find what they need. It also creates transparency and involves the customer in the decision making process; the F&I Manager is not seen “selling” but merely helping the customer make an informed decision. As a tool, the F&I Menu helps the customer decide.
The F&I Menu Builds Trusts
When a customer is in control of the process (and the F&I Manager is just presenting the facts), the sales process becomes less ‘confrontational’. A well designed F&I menu is easy to understand, and allows the customer to compare one option against others. F&I Menu allows F&I Managers to configure the packages according to the needs of the customers and displaying the final price immediately.
It is a legal requirement for F&I Managers (and dealerships)
to offer all available products to all customers so that
customers are not just offered products that are most
profitable or easiest to sell. Therefore, dealerships and F&I professionals need to keep evidence that they have done their due diligence when offering F&I products. The advantage of this requirement is the opportunity to be transparent and honest with the customer. If you have a good mix of products, the F&I Menu will allow you to present these to your customers in the most effective manner.