Consumers want a speedy process and are interested in some digital solutions that can educate and create efficiencies before transitioning to F&I, allowing F&I managers to focus on delivering a great experience while interacting with consumers. Consumers' expectations of how long each phase of the shopping experience should take after they are done researching vehicle brands, makes and models (In minutes) Getting the value of your Getting the value of your trade-in vehicle. trade-in vehicle. 53 Negotiating the price of the price of the vehicle you are theNegotiating vehicle you are interested in puchasing. interested in buying. Evaluating/selecting add-on Evaluating and selecting add-on F&I prodcuts/ packages. F&I products/packages. Signing paperwork andthe overall Signing paperwork and completing process. completingF&I the F&I process. Taking delivery Taking delivery ofof thethe vehicle you have purchased. vehicle you have purchased. Source: Automotive News Research & Data Center © Copyright 2020. Automotive News. All rights reserved. 51 48 Areas where consumers prefer working in person with someone at the dealership vs. digitally 56% 72% 58 46 When do human interactions matter most? ~90 Minutes The amount of time F&I managers have to build rapport, educate consumers and close the deal. Evaluating/selecting add-on F&I products/packages. Signing paperwork and completing the F&I process. 70% Negotiating the price of the vehicle you are interested in buying. 9