Preparation is essential for any F&I manager who has extra pressure to close the revenue gap created by declining sales. Word tracks and objection handling have always been at the core of closing an F&I deal. This month, the F&I Insight features some key phrases that can be used with customers faced with today's economic realities.

Vehicle Service Contracts

F&I Manager: Like most people, you are probably planning on keeping this vehicle longer than the last one, right?

Customer: Well, yes.

F&I Manager: So, you will need to extend your warranty beyond the 3 year/36,000 mile coverage, correct?

Customer: That's right.

F&I Manager: Well, we have a variety of vehicle service contracts. Let's discuss the level of coverage and term that's right for you.

Tire & Wheel Protection, Pre-Paid Maintenance

F&I Manager: In the global economy, chances are that parts and supplies will continue to increase in cost. Have you budgeted for tires, oil changes and other maintenance items?

Customer: Not really.

F&I Manager: Well, what if I could show you a way to budget for these expenses?

Customer: OK

F&I Manager: For only a few extra dollars a month, I could offer you Tire & Wheel Protection (or Pre-Paid Maintenance).

Tire & Wheel Combination Products (Tire & Wheel, Dent & Ding, Windshield, Roadside Assistance)

F&I Manager: Have you noticed that with all of the growth our city and suburbs have seen, our roads just aren't keeping up, especially when it comes to maintenance?

Customer: Yes. I can't believe the amount of metal plates that are just left on the roads!

F&I Manager: Me too. And, these road hazards almost guarantee that you'll end up with a flat tire or a need for towing. And, just the other day, a rock flew up and chipped my windshield where they were repaving the road.

Customer: You just can't win.

F&I Manager: Well, I was lucky, I have windshield protection. I think our "Ultimate Protection Plan" would be a great thing for you. Let me tell you more about how this product protects your tires, wheels, windshield and even your vehicle from dents and dings.