What makes a dealer successful in the F&I department?

We asked our columnist Ron Martin, a dealership F&I sales veteran and author, what makes for a successful dealership F&I department.

Here's what he says:

1. Thinking outside the box. In other words, not buying into the idea that having an 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. As a dealer, learn how the department works, so the right decisions can be made to complement F&I income and sales.