F&I offices should ‘sell less … teach more’ when it comes to products

Dealership finance and insurance personnel should educate their customers, advises Doug Timmerman, dealer financial services president at Ally Financial.

“Try to sell less, and try to teach more,” he says.

Retailers who educate customers about the value and benefit of an F&I product will “ultimately sell more product,” Timmerman says, calling this the best approach for sales.

Have a good F&I tip to share? Submit it to John Huetter at [email protected] and Gail Kachadourian Howe at [email protected].