"F&I Managers Face Uphill Battle in Selling Add-On Products to Price-Sensitive Car Buyers For many consumers, the sticker shock of buying a new vehicle is only the beginning of the financial burden. Finance and insurance (F&I) managers are often left to sell add-on products such as extended warranties, gap insurance, and maintenance plans, but their efforts are frequently met with resistance. With prices already high, consumers are hesitant to spend even more on products they may not need or understand. To overcome this hurdle, F&I managers must find new ways to educate and reassure customers about the value of these add-on products, all while navigating the complex and often opaque world of F&I sales. In this article, industry expert Ryan Hanlon shares his insights on how F&I managers can successfully sell add-on products to price-sensitive car buyers."
It’s common for consumers to resist buying finance and insurance (F&I) products because they’re already intimidated by the high cost of vehicles. How can F&I managers overcome this hurdle? Ryan Hanlon ...
