April '14

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rv-pro.com April 2014 • RV PRo • 83 82 • RV PRo • April 2014 rv-pro.com Editor's note: Some statistical data suggests that between one-third and one-half of all RV dealers in the U.S. and Canada either don't offer F&I products, offer very limited products, or outsource that function to a third party. With that in mind, this guest column makes the case for why those dealers should consider adding a complement of F&I offerings. S omewhat surprisingly, there are still many RV dealers who don't pay much attention to their F&I offerings. Instead, these dealers outsource this function to a professional F&I company, choose to sell only one item, or simply neglect it altogether. Meanwhile, many savvy dealers are offering a variety of revenue-generating products in their F&I department, and some have even integrated their F&I offerings with those of the service department to maximize their revenue opportunities and deliver better peace of mind to customers. The Importance of F&I Offerings In the automotive market, dealers learned fairly early on that aftermarket offerings were critical to their success. As margins became thinner and thinner around the sale of new cars, dealerships began to look for new revenue streams. Don't Underestimate the Importance of F&I Offerings Dealers who don't offer F&I products are missing out. DAN LOPEZ is the vice president of sales for Coach-Net, where he oversees niche market sales, business development, and sales staff training. He also is responsible for establishing and maintaining relationships with RV manufacturers, dealers and other partners. Since 1987, the Coach-Net brand has served the RV industry as a provider of 24/7 technical and emergency roadside assistance, along with other RV protection products, lifestyle benefits and services to meet the demands of RV travelers throughout the U.S. and Canada. For more information, visit www.coach-net.com. In well-rounded dealerships, sales, service and F&I offerings complement each other, contributing to the overall success of the business. RVPApr.indd 82 3/19/14 3:38 PM

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