Apologizing for Your Menu, and Working with The Interrupter

Posted by Erik Landrum on April 10, 2019 in F&I Selling Strategies, How to Present Your Menu

“I’m sorry Folks…what I’m about to do, next, the Government forces me to do!” You might as well be the reason they have to pay taxes!!! Well it isn’t quite that bad, but, frankly, some of the menu lead-ins I’ve heard are conveying that very sentiment. What I have witnessed goes something like… “I’m required by law to cover your repayment options.” To be clear, what we’re really trying to do is mai …

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Your Product Line-Up

Posted by Erik Landrum on April 10, 2019 in F&I Selling Strategies, How to Present Your Menu

Other than the core products (Vehicle Service Contracts and Guaranteed Asset Protection), what are you offering? Take a thoughtful look at your menu. Of course (with a firm focus on compliance) you are offering 100% of your products to 100% of your guests, 100% of the time. But ask yourself the following: How does my suite of products accommodate my guest’s needs? What is missing? What could happe …

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Column Structure

Posted by Erik Landrum on April 5, 2019 in F&I Selling Strategies, How to Present Your Menu

Business Managers regularly ask, “How can I increase penetrations on ancillary products?” When I survey their current process, usually the first thing discovered is shallow product columns. Let’s consider we have the following suite of products: VSC, Maintenance, GAP, T&W, PDR, and Key Replacement. It is not uncommon to find the “status quo” leaves shallow third and fourth columns with as litt …

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Menu Presentation

Posted by Erik Landrum on April 3, 2019 in F&I Selling Strategies, How to Present Your Menu

Last month we covered document presentation and menu introduction. This month we’ll pick up where we left off in the last newsletter. Keep in mind, of course, customer needs vary in infinite ways and your presentation should adjust to accommodate those needs where possible. The information gathered in the customer interview process (June’s “Training Tip”) is so critical to this end. Skipping an ef …

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