Improving F&I Processes to Meet Changing Customer Expectations

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66% of car shoppers are much more likely to buy from a dealership with their preferred experience, but less than 1% of car buyers like the current car buying process. There are many steps in the car-buying process that need to be improved to provide customers with an optimal experience. But one of the biggest opportunities to meet these customer expectations is within the F&I process – where customers spend more than a quarter of their total time at the dealership when buying a car.

Even in this Age of the Customer, where car buyers are doing more research online than ever, the in-person F&I experience is important to customers. 89% of consumers said they wanted to sign final documents at the dealership. In this webinar, Kevin Straub, GM of Straub Automotive, and Jason Barrie, VP and GM of Dealertrack F&I, Dealer, will explain how you can improve your customers’ F&I experience – and thus improve profitability – by adjusting your processes in four ways:

  1. Make the Most of Their Time: Learn how dealer-owned mobile technology can empower your customers to educate themselves on F&I offerings while they wait to meet with an F&I manager.
  2. Make It Interactive: Understand the importance of presenting your customers with engaging information about F&I products, such as photos, videos and easy-to-understand descriptions, and learn how to implement interactive presentations in your dealership.
  3. Make It Personal: Identify ways to make every experience with your customers personal, as you prepare for an F&I presentation and as you speak with customers in real-time.
  4. Make Changes that Stick: Create a company culture that embraces technology, utilizes new tools and drives efficiency.

Attend this webinar to:

  • Enable customers to do their own F&I research with dealer-owned technology while waiting to meet with an F&I manager
  • Implement more interactive and engaging F&I presentations
  • Identify ways to personalize each customer’s interaction with the F&I process
  • Create a plan for building a company culture that embraces technology to drive efficiency


Jason Barrie

Vice President and General Manager, Dealertrack F&I, Dealer

Jason Barrie loves cars. So why not work in the greatest industry in the country: automotive! Jason has over 12 years of auto experience between Dealertrack and Cox Automotive. Since 2005, Jason has helped drive the company’s growth from a credit application portal to an enabler of sales and F&I dealership workflow. In his current role of Vice President and General Manager of Dealertrack F&I, Dealer, Jason is responsible for the day-to-day operations of the F&I dealer business.

Jason joined Dealertrack from Horizon Blue Cross Blue Shield where he served on their product marketing and eCommerce teams. He started his career in 1997 at Miller Shandwick Technologies, a leading public relations firm, where he worked with industry leaders such as Compaq and Dun & Bradstreet.

Barrie earned his bachelor’s degree in communications, public relations, from Miami University in Oxford, Ohio. He resides in Long Island with his beautiful wife and two daughters.

Kevin Cook

General Manager
Straub Automotive

Moderator: Jim Treece

News Editor
Automotive News

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