• “Do you have room in the garage for the new car? Where do you normally park?” This can help you determine the need for environmental protection, GAP or a theft deterrent product. 3. Build an Understanding of Maintenance and Repair Costs According to an Assurant study, 72% of customers opt for third-party mechanics because they think they’ll get overcharged at the dealership. In reality, most car buyers don’t have a clear understanding of the costs of maintenance or the benefits of in-dealership maintenance and repairs. The national average cost of car repairs is $1,186 a year, but more than 85% of vehicle shoppers expect to spend less than that on repairs. Help your customers understand the true cost of repairs and see the value of protection products by inviting them to do the math. Keep it simple by focusing on one product at a time. 4. Leverage F&I Training To Deliver Positive Customer Experiences Your F&I team comes from a variety of backgrounds, education levels and skill sets. That means you need to train them not just on F&I but also on industry fundamentals and professionalism. The Automotive Training Academy provides formal classroom education, flexible online coursework and in-person training for your dealership. This unique training is tailored to your specific dealership and employees so they can learn to build the customer relationships necessary to drive revenue in today’s sales environment. An important distinction between F&I training providers is whether or not their training is a one-time event or a long-term game plan based on performance. If you can’t measure changed behavior, the training can be seen as a wasted investment. Assurant’s interactive teaching method simulates real-world customer experiences, and one-on-one training continues at the dealership with regular performance evaluations to ensure a better experience and improved performance over time. These four tips on F&I credibility scratch the surface of what Assurant can help you achieve with our automotive dealer partner solutions. Learn more to find out how we can help you connect with customers and achieve your F&I revenue and profit goals. NEXT STEPS TO HELP INCREASE YOUR PROFIT MARGINS When it comes to growing your business and optimizing sales, it’s important to have the right partner to accelerate opportunities. We know it’s important for you to increase profits and provide customer satisfaction, so we’re sharing our insider knowledge. We have over 50+ years in the auto industry and an entire team dedicated to F&I training and client support. A COUPLE OF WORDS ABOUT HOW SEAN SKINNER, DISTRICT MANAGER AT ASSURANT DEALER SERVICES, HELPED TOM CANTIN: Your continued persistence in helping me and my company started far before we even started to work with each other. When I was doing F&I business with other companies, you would call on me more often than my current reps. Not only did you call more often, but you also had the answers. There was nothing in it for you for years, literally. I always seemed to have a goal that I couldn’t get to. Finally, after many bad decisions on my behalf, I finally listened and took the leap of faith to join you and your team. You provided all the answers, including setting me up with the right person, the right process, and the follow-up. The complete process was put into place by you and your team. The financial results followed. You set goals that I thought were high, and you exceeded them and then continued to raise the bar. The bar was raised in PVR, penetration percentages and customer satisfaction. The dealership’s morale improved from an already good place. You were a crucial part of my team. I look back on some of the good decisions I made over the past 40-plus years I was in business, and I certainly have you in one of my top best decisions ever. Tom Cantin, Retired President Cantin Chevrolet, LLC 17
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