Ron Reahard President Fiberglass boat repair Todays Expectations - - PowerPoint PPT Presentation

▶
ron reahard president fiberglass boat repair
SMART_READER_LITE
LIVE PREVIEW

Ron Reahard President Fiberglass boat repair Todays Expectations - - PowerPoint PPT Presentation

Jan 31, 2024 229 likes •984 views

Ron Reahard President Fiberglass boat repair Todays Expectations Fast and Easy Today your F&I process has to do the same thing for customers as right clicking their mouse. Make buying a vehicle faster, easier and more user

slide-1
SLIDE 1
slide-2
SLIDE 2

Ron Reahard President

slide-3
SLIDE 3
slide-4
SLIDE 4
slide-5
SLIDE 5
slide-6
SLIDE 6
slide-7
SLIDE 7
slide-8
SLIDE 8

Fiberglass boat repair

slide-9
SLIDE 9
slide-10
SLIDE 10
slide-11
SLIDE 11

Today’s Expectations – Fast and Easy

Today your F&I process has to do the same thing for customers as right clicking their mouse.

  • Make buying a vehicle faster, easier and more user

friendly.

  • Provide customers a drop down menu of

additional options to enable them to complete their vehicle purchase.

slide-12
SLIDE 12

Today’s Expectations – Fast and Easy

  • Make them want to know more about those
  • ptions!
  • Help them determine which options they need.
slide-13
SLIDE 13
slide-14
SLIDE 14

We Are the Connected Generation

%

Use the internet for vehicle research before they start shopping.

slide-15
SLIDE 15

We Are the Connected Generation

%

Are initiating the car-buying process online, before entering a dealership.

slide-16
SLIDE 16

We Are the Connected Generation

%

Believe F&I products have real value.

slide-17
SLIDE 17

We Are the Connected Generation

%

Are interested in learning more about F&I products.

slide-18
SLIDE 18

We Are the Connected Generation

%

Would be more likely to purchase F&I products if they could learn more about them on their own time.

slide-19
SLIDE 19

We Are the Connected Generation

We’re all now worshiping the God of Google.

  • We’ve gone from a need to “know” information to a

need to GO TO information.

  • Showrooming – Using their mobile device to shop

elsewhere while they’re at the dealership!

slide-20
SLIDE 20

We Are the Connected Generation

We’re all now worshiping the God of Google.

  • When a customer is waiting to go into the F&I office,

they’re CELLING you!

  • When it is their research, it’s always RIGHT!
slide-21
SLIDE 21

F&I Must Engage the Customer Early, Often and Throughout Website

slide-22
SLIDE 22
slide-23
SLIDE 23
slide-24
SLIDE 24
slide-25
SLIDE 25
slide-26
SLIDE 26
slide-27
SLIDE 27
slide-28
SLIDE 28
slide-29
SLIDE 29

F&I Must Engage the Customer Early, Often and Throughout Website

FREQUENTLY ASKED QUESTIONS Why finance at ABC Motors? How does financing with ABC Motors work? Who are the financing companies ABC Motors works with? How do I find out more about financing? How are auto finance decisions made? What does your credit score mean? How can I find out more about my credit history? I have excellent credit, what can ABC Motors do for me? I have had past credit problems, what can ABC Motors do for me? Can I qualify for financing if this is my first vehicle purchase? What finance rate can I get? What factors impact monthly payment? How much should I budget for my car payment? What documents should I bring?

slide-30
SLIDE 30
  • From initial contact On
  • Chat?

Need Help? Have Questions?

Click here for assistance! Live Help Available Chat Now Need Help? Have Questions? OK, Let’s Chat!

Online Customers

slide-31
SLIDE 31

Need Help? Have Questions?

Click here for assistance! Live Help Available Chat Now Need Help? Have Questions? OK, Let’s Chat!

  • Following submission of

a Credit Application

  • Upon customer

commitment to buy

slide-32
SLIDE 32

F&I Must Engage the Customer Early, Often and Throughout

On the Showroom

slide-33
SLIDE 33

F&I Must Engage the Customer Early, Often and Throughout

  • F&I manager reviews the credit application &

conducts credit interview

  • Parameters for the desk
  • Practice Transparency

On the Showroom

slide-34
SLIDE 34

F&I Must Engage the Customer Early, Often and Throughout

  • F&I is responsible to convert customers to

dealership financing - Not the Desk

  • F&I submits every deal
  • F&I discloses actual

payment upon lender approval

On the Showroom

slide-35
SLIDE 35

Add value to the purchase experience. Use visual aids.

In the F&I Office

Engage the customer in the process.

slide-36
SLIDE 36
slide-37
SLIDE 37

Allow the customer to self-discover the value. Have conversations about their options.

In the F&I Office

slide-38
SLIDE 38

Eliminate the Wait

Bring the customer back to the F&I office immediately!

slide-39
SLIDE 39

Eliminate the showroom interrogation.

slide-40
SLIDE 40

Every customer asks: “What is the purpose of this conversation?”

slide-41
SLIDE 41

Stop customizing menus in advance!

slide-42
SLIDE 42

Offer every product every time!

slide-43
SLIDE 43

Use auto-fill menu templates!

slide-44
SLIDE 44

Put the Customer at Ease

Reduce Their Fear

slide-45
SLIDE 45

Change the Environment

slide-46
SLIDE 46
slide-47
SLIDE 47

Change the Environment

slide-48
SLIDE 48

Change Their Perception

slide-49
SLIDE 49

Change Your Focus

slide-50
SLIDE 50

Stop the Disconnect

Today’s consumers spend a huge amount of time reading product reviews and researching their purchase.

slide-51
SLIDE 51

Stop the Disconnect

They are NOT interested in someone reading them coverage from a brochure or watching an infomercial.

slide-52
SLIDE 52

Stop the Disconnect

They are looking for accurate, unbiased and free information. They demand transparency.

slide-53
SLIDE 53

Stop the Disconnect

They do need someone to help them analyze, evaluate, and filter through information. They want their questions to be answered.

slide-54
SLIDE 54

Stop the Disconnect

They still run their decision past trusted family members for confirmation.

slide-55
SLIDE 55

When someone at the dealership questions the validity of their research, they assume that person is either wrong, uninformed, or lying, and they don’t buy whatever that person is selling.

slide-56
SLIDE 56

Discover Their Needs

Selling F&I products is like building a house Use a blueprint - Make a list of 30 questions Get organized

slide-57
SLIDE 57

Become genuinely interested in them! Listen! Want to listen better! How will this product help them? help them?

slide-58
SLIDE 58

Discover Their Needs

Selling a tangible product requires creating desire. Selling an intangible product requires discovering a need.

slide-59
SLIDE 59

Create Customer Interest

Close the communication gap

slide-60
SLIDE 60

Create Customer Interest

Care

slide-61
SLIDE 61

Create Customer Interest

Trust is the currency of today’s customer

slide-62
SLIDE 62

Commit to transparency

slide-63
SLIDE 63

Be a Consultant, not a car salesman

slide-64
SLIDE 64
slide-65
SLIDE 65
slide-66
SLIDE 66

Sell every product from a position of strength.

slide-67
SLIDE 67

Make ‘em thirsty

slide-68
SLIDE 68
slide-69
SLIDE 69

Use the internet! It provides credibility.

slide-70
SLIDE 70
slide-71
SLIDE 71
slide-72
SLIDE 72
slide-73
SLIDE 73
slide-74
SLIDE 74