Tips to Make Sure You're F&I-Compliant

Here are tips JM&A's Bruce Foster and Chris Costello offer to dealerships to ensure F&I compliance:

• Implement rate guidelines.

• Maintain a consistent product pricing policy.

• Provide written job descriptions or an employee handbook.

• Provide training and certification for sales and F&I personnel.

• Don't quote packed payments.

• Optional products and services must be clearly offered as optional, and customers should be informed that those offerings can be purchased individually.

• Handle customer complaints promptly.

Doing those things “is the easiest way to stay out of trouble,” says Foster.

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