Too few F&I managers properly present products for maximum customer acceptance. That’s a problem when you consider how much money is potentially left on the table.
A customer ready to buy should be treated differently than someone who is at the beginning of the process. To improve the customer experience, dealers must learn how to meet customers where they are.
A perfect storm of factors will contribute to a nosedive in service retention rates and corresponding service revenue, quite possibly at a time when inventory levels are normalizing and front-end margins are dropping...
