Why the Modern F&I Process Requires a Different Approach The job of a finance manager has changed dramatically. Customers arrive informed. Interest rates influence every payment. Terms are longer. Compliance expectations are tighter. At the same time, dealerships depend on the finance office more than ever to drive profitability, customer satisfaction, and retention. Yet in stores across the country, many F&I departments are still operating with habits built for a different era. What worked ten or fifteen years ago will not consistently produce results in today’s environment. When finance managers fail to adapt their interview process, menu presentation, and communication style, performance gaps appear quickly. PVR shrinks. Product penetration drops. Chargebacks increase. Customers hesitate. The good news is the fix is not mysterious. High-performing stores are winning because they are intentional about process, training, and execution. Here are six of the most common finance ...
At Finance Product and Training, we break down the hidden costs of cheap F&I products. Discover how strong administration and trusted programs like vehicle service contracts, GAP protection, and PowerBuy Equity Protection deliver lasting value, protect customers, and grow dealership profitability across both automotive and powersports F&I markets.