Savvy F&I managers match menus to their customers: A la carte sales boost profits, loyalty and keep regulators at bay

摘要

At Dimmitt Chevrolet, customers often view a menu packaged finance and insurance products then ask for those packages to be broken up and sold separately. And Dimmitt's finance manager is more than happy to do it. "If you have a customer in front of you who says, 'I really want the extended warranty but not all these other products,' you're going to go ahead and sell them the extended warranty," says Lawrence Dimmitt, owner of the Clearwater, Fla., store.