Leasing is on the rise, as are F&I sales: Focus is on lease-friendly products

摘要

The lease penetration rate is increasing industrywide, as are sales of finance and insurance products, according to the Power Information Network. That's unexpected because lease customers don't usually buy the two traditional big-ticket items among F&I products: extended service contracts and guaranteed asset protection, or GAP. But they may buy other lease-friendly F&I products, such as tire-and-wheel coverage, excess wear- and-tear protection and prepaid scheduled maintenance. Dealerships that use menus to sell F&I products can switch to a lease-friendly menu for lease customers, say F&I managers, dealers and F&I vendors.