Cross-Generational Selling Important as Ever, from WardsAuto.
Veteran F&I managers selling to young buyers, and junior F&I managers selling to older buyers must learn a thing or two.
Older dealership finance and insurance managers, especially Baby Boomers, need to successfully engage Millennial buyers to increase per-vehicle-retailed product penetration.
Younger F&I people likewise must adapt to older buyers’ needs. Junior staffers also should realize “selling” is not a bad word.
So say a couple of experts in the field, Shaka Dyson and Cory Mosley.
“Some F&I veterans are used to being vague in their presentations, but Millennial buyers want full disclosure and specific information – and they want it fast and upfront,” says Dyson, a former F&I manager and now corporate F&I trainer for a major auto group.