Digital Dealer - May 2019 - 47
S A LE S & VA R IAB LE OP S : FINANCE & INSUR A N C E
By Tony Troussov CSP
Owner Principal,
Meze Dealer Services, LLC
Three Steps
to Create an
F&I Culture
If your F&I team
operates on all cylinders, chances are they have
created an F&I culture within
your store. This type of
culture is one where
salespeople and sales
managers are supportive of
their efforts and customers
see great value in F&I
process and products. Of
course, it takes more than
those things to make an
impact in F&I, but without
those components, it is very
difficult to create an F&I
culture. If your store is not
ULTIMATELY,
YOU WANT TO HAVE
CUSTOMERS MAKE THEIR
BUYING DECISION ON
THEIR OWN - NO ONE
LIKES TO BE SOLD, BUT
EVERYONE LOVES TO
BUY."
there yet, it may seem easy
to achieve success in those
areas, but nothing comes
easy, it requires work and
dedication to make a
positive impact on people.
Let's take a closer look at
those steps to see how your
team can create an effective
F&I culture by winning with
their salespeople, managers, and customers.
STEP 1: WINNING
WITH YOUR SALES TEAM.
When you have to decide
who must win first - customers, sales managers or
salespeople, choose your
sales team. Since the desk
managers influence the process so much, it may seem
counterintuitive to begin with
your sales force, but it will
make sense, once you do it.
It has been my experience
to see this approach work
every time while turning
around multiple under-performing F&I departments.
Where do you start?
Begin with one sales
person. For better results,
start by winning your top
performer, who in most
cases does not support F&I
efforts. This will be a challenging task, yet it will be the
most rewarding one.
What does it involve?
You must know that
the most important thing to
a sales person is selling a
vehicle. While you might
know this and even acknowledge it, do you live it
and show it to them? Once
you do, you will get one step
closer to winning them over.
Help them deliver more vehicles in a fast and efficient
manner, regardless of what
Continued on pg. 48
D I G I TA L D E A L E R . C O M
M AY 2 0 1 9
47
http://www.DIGITALDEALER.COM
Digital Dealer - May 2019
Table of Contents for the Digital Edition of Digital Dealer - May 2019
Digital Dealer - May 2019
Contents
A Message from the Show Director
Data Doesn’t Lie: Improve Your Fixed Ops Department and Yield Higher ROI for Your Dealership
Buyers Pickier in Today’s Buy/Sell Market
The Greatest Threat for Survival Could Be You
The Tales of a Parts Pro...
Developing a Revenue Center
Top 5 Reasons Dealers Need to Engage Their State Dealer Association
Interview with Doug Wilson
Broadcast Advertising Back to the Future!
Demystifying Digital Marketing: Using Metrics to Assess Effectiveness
10 Traits of an Extraordinary Social Media Manager
The Whole-Dealership Data Layer: The Time Has Come to Unify Your Data and Measure ROI
Digital Dealer 26 Rewind
Inspire Your Guest to Invest
The 4 Laws of Influential Conversations –Part 2
Million-Dollar Question: Can You Sell Cars?
Digital Dealer - May 2019 - Digital Dealer - May 2019
Digital Dealer - May 2019 - Cover2
Digital Dealer - May 2019 - 1
Digital Dealer - May 2019 - Contents
Digital Dealer - May 2019 - 3
Digital Dealer - May 2019 - A Message from the Show Director
Digital Dealer - May 2019 - 5
Digital Dealer - May 2019 - Data Doesn’t Lie: Improve Your Fixed Ops Department and Yield Higher ROI for Your Dealership
Digital Dealer - May 2019 - 7
Digital Dealer - May 2019 - Buyers Pickier in Today’s Buy/Sell Market
Digital Dealer - May 2019 - 9
Digital Dealer - May 2019 - 10
Digital Dealer - May 2019 - 11
Digital Dealer - May 2019 - The Greatest Threat for Survival Could Be You
Digital Dealer - May 2019 - 13
Digital Dealer - May 2019 - 14
Digital Dealer - May 2019 - 15
Digital Dealer - May 2019 - The Tales of a Parts Pro...
Digital Dealer - May 2019 - 17
Digital Dealer - May 2019 - Developing a Revenue Center
Digital Dealer - May 2019 - 19
Digital Dealer - May 2019 - Top 5 Reasons Dealers Need to Engage Their State Dealer Association
Digital Dealer - May 2019 - 21
Digital Dealer - May 2019 - Interview with Doug Wilson
Digital Dealer - May 2019 - 23
Digital Dealer - May 2019 - 24
Digital Dealer - May 2019 - 25
Digital Dealer - May 2019 - 26
Digital Dealer - May 2019 - 27
Digital Dealer - May 2019 - Broadcast Advertising Back to the Future!
Digital Dealer - May 2019 - 29
Digital Dealer - May 2019 - Demystifying Digital Marketing: Using Metrics to Assess Effectiveness
Digital Dealer - May 2019 - 31
Digital Dealer - May 2019 - 32
Digital Dealer - May 2019 - 10 Traits of an Extraordinary Social Media Manager
Digital Dealer - May 2019 - 34
Digital Dealer - May 2019 - 35
Digital Dealer - May 2019 - The Whole-Dealership Data Layer: The Time Has Come to Unify Your Data and Measure ROI
Digital Dealer - May 2019 - 37
Digital Dealer - May 2019 - Digital Dealer 26 Rewind
Digital Dealer - May 2019 - 39
Digital Dealer - May 2019 - 40
Digital Dealer - May 2019 - 41
Digital Dealer - May 2019 - Inspire Your Guest to Invest
Digital Dealer - May 2019 - 43
Digital Dealer - May 2019 - The 4 Laws of Influential Conversations –Part 2
Digital Dealer - May 2019 - 45
Digital Dealer - May 2019 - Million-Dollar Question: Can You Sell Cars?
Digital Dealer - May 2019 - 47
Digital Dealer - May 2019 - 48
Digital Dealer - May 2019 - Cover3
Digital Dealer - May 2019 - Cover4
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