Sell to Your Customer
It's That Simple!
Trying to turn following consumer preferences into an exact science is almost impossible. With fuel price fluctuations, credit concerns and bankruptcies, it seems that new and used sales by segment change faster than the weather in the Midwest. Although it's impossible not to focus on industry forces right now, your surest bet when a customer is in front of you is to focus on that individual. Buyers are finicky. Prepare yourself. Conduct the interview. Put together a menu of products that make sense for that buyer. F&I is driving profits for dealers, but you must be smart about it!