Ron Martin's Four Characteristics of a Strong F&I Department

1. Thinking outside the box: in other words, not buying into the idea that having a aggressive selling F&I department somehow disrupts the sales department. 2. Giving your F&I Manager the same respect and compensation as any other manager at the dealership. 3. Having the right people. Don't put a weak sales person in F&I. This person should be one of the best sales people in your organization. 4.

1. Thinking outside the box: in other words, not buying into the idea that having a aggressive selling F&I department somehow disrupts the sales department. 2. Giving your F&I Manager the same respect and compensation as any other manager at the dealership. 3. Having the right people. Don't put a weak sales person in F&I. This person should be one of the best sales people in your organization. 4. Learn how the Department works, so the right decisions can be made to compliment F&I income and sales.

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