Saundi Crandall

We know how the traditional F&I sales process works and why customers sometimes shut down as a new round of selling starts when they thought the deal was almost done. Interactions with the F&I office can then be a sore point for many customers. To make it more customer-friendly and to increase profit, there’s room to rethink the process.

At first glance, the F&I and Service departments may seem worlds apart. Yet, both departments are critical linchpins in connecting car buyers back to the selling dealership. Imagine the effect on customer retention, service revenue and repeat sales if they worked together?