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Is Your F&I Menu Confusing Your Customers?

Is Your F&I Menu Confusing Your Customers? Featured Image

The keys to presenting F&I products is more about the customer experience than the menu.

Team DealerVERO Blog Author Photo Team DealerVERO - Jan 30, 2019

For years, the conventional training and wisdom have been centered around the idea that an F&I menu is the key to higher product sales. Why the fixation on the menu tool? Why have dealers been so focused for so long on this old process of presenting F&I products? It is time for a shakeup in the presentation style. What are the major areas we should be focusing on as dealers when we present F&I products? 

Customer Satisfaction and Experience

Today, the golden goose is in the customer experience. The higher the customer satisfaction, the more they will be open to hearing about additional product options. This satisfaction correlates directly to your choice of presentation tool. While a menu may be the first choice, we would advocate for a shopping platform. Allow the customer to drive the shopping experience. Guide them through the process and help them when they need it and you will see amazing results. 

 

Prioritize Customer Perspectives

 

Your customers perspective is the perspective you need to focus on. Menus became very popular because they made sense from the F&I manager perspective. Easy to use and group products together in bundles. The obvious goal is to sell more products, and customers can smell that a mile away. Today it's about helping customers discover the information that can help them. If you focus on the customer perspective you will see amazing results and a more natural conversation.  

 

Thining forward in your 2019 dealership goals, consider the role that customer experience and perception play in your F&I results. Is your F&I menu helping or hurting your results? What is your strategy to improve this year? Send our team a message! We would love to hear from you. 

 

F&I Menu

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