Industry News

Let em “buy”

Menu’s – Presenting value and all the options, is in fact allowing them to buy.  In 2013 most everyone has a menu “in the deal”.  This doesn’t mean F&I is actually menu selling.  The truth is still most are “Step Selling” and using a menu to do that.  Self-Exam – Is your finance department allowing your clients “to buy” from the dealership?  The answer is likely 100% NO, if any viable product you have is less than 10%.  It doesn’t matter if you tell me or yourself the menu is in the deal.  If less than 10% is a highly probable indicator your manager(s) are likely step selling, using a menu and likely NOT menu practicing buying. Don’t believe me!  Well 10% of the people buy anything, right? (more…)