PROCESS: THE F&I PARADOX
The traditional F&I process found in many dealerships throughout the country is inherently confrontational and often times leads to poor CSI scores. Many dealers and F&I managers are afraid to change this process because a large percentage of gross is derived from the F&I department and most dealerships simply couldn’t survive without it. We refer to this as “The F&I Paradox”
TODAY"S PROCESS IS INHERENTLY CONFRONTATIONAL TO CUSTOMERS
At Profit By Design® we believe that increased customer satisfaction and increased back-end gross are not conflicting goals. With the right people, training, and tools, it's not only possible to have both, but we have proven it to deliver results. Our system turns the F&I Paradox upside down and all parties benefit without compromising customers or profitability.
CURRENT CLIMATE: Deters Customers
Customers do not enjoy the delivery process and interaction with F&I
Attorney Generals prosecute the dealers and captive lenders because of the process
Manufacturers CSI scores are hurt because of the process
Dealers can't survive without gross from the process but they want customers for life
The Process is largely managed by a person whose income is determined by gross
"Its amazing, usually the higher the gross the lower the CSI, we’ve been the complete opposite."
Jason Owens – Owner
Patriot Auto Group
2 Locations, Limerick, Boyerstown Pa
The Profit By Design® system combines over 30 years of real dealership experience. This unique approach works because we developed highly customizable solutions in collaboration with dealers to improve CSI scores, compliance, and profitability. We work side by side with your team to create a process that consistently offers value added products that ultimately give the consumer peace-of-mind--through a non-confrontational approach.
The Profit By Design® process begins and ends with the dealers goals. We dedicate a significant amount of time to understand the dealer’s goals for profitability, customer experience, and selling culture. The output of these meetings allows us to create immediate and long term Strategic Objectives for the store. We employ S.M.A.R.T objectives: Specific, Measurable, Achievable, Realistic, and Timely. We break down each task to a finite, measurable goal, allowing for transparency and accountability for everyone involved in the process.
Starts & Ends with Dealer's Goals
DEALER GOAL SESSION
& PAY PLAN REVIEW
PROCESS & COMPLIANCE
Process Starts with Dealer Goal Session and Program Buy-in.
Based on Findings, a Growth Plan is Designed for each Dealership.
- Monthly Performance Review with Dealer Principals is Critical
- Accountability Drives Performance...Which Breeds Results
- The Process Continues Every Month with a Dealer Review Session
- Continuous F&I Training Sessions