AM Online

Keep sales and F&I as one process

Dealers should look at sales and finance as one process, rather than seeing them as separate entities if they want to boost F&I penetration, says Stephen Whitton, director of SSW Associates.

“More than 80% of cars are bought with borrowed cash,” he says. “Dealers need to have processes in place to ensure that customers get exactly what they want from POS financing. It boils down to having competent staff.”

Whitton, previously with Carter & Carter, created SSW Associates in order to bring about development in the F&I. He is working with Daimler-Chrysler Financial Services and Fiat Auto Financial Services to provide training for business managers.

“We are also looking at doing a potential project with GMAC, but are currently just in the research phase,” says Whitton.

If you are not a registered user your comment will go to AM for approval before publishing. To avoid this requirement please register or login.

Comment as guest

Login  /  Register


No comments have been made yet.