Instead of these items being thrown out one at a time, this gives customers an overall picture of what they can decide to add. This starts a conversation in which your F&I staff can answer questions; it also gives customers a way to prioritize and plan where they’d like to spend additional money.
Implement Staff Training
It’s not enough for dealership management to strategize and understand why this new approach to F&I is needed. Dealership staff must be educated and properly trained, as well.
Why is this important? People hate change and will easily move back to the old way of doing things if they don’t understand why the new way is important.
A lackadaisical approach on the part of F&I staff means that certain aspects of the process may be passed over. Perhaps instead of presenting the customer with a digital menu of the options, your F&I staff insists on reading the options off and verbally going through them the way they always have.
It’s key to work with your F&I staff to help them see things from a customer’s perspective so they’ll understand why the new procedures are necessary. With everyone on board, technology can help you create a more streamlined dealership and (most importantly) happier customers.