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5 of the biggest issues facing the F&I office today and how to cope with them – Audrey McKinley

F&I departments are facing a unique set of challenges in today’s marketplace. While many dealers have recently made strong investments in digital retailing due to the COVID-19 pandemic, the digital push has made many dealers wonder how digital retailing will impact the future of their F&I departments.

With experts forecasting the pandemic going well into 2021, what will that mean for the industry as a whole? On today’s show, we’re pleased to welcome sales and F&I expert Audrey McKinley, CEO of Auto Network Consulting, to discuss some of these challenges and what’s next to come for F&I trends.

In this segment, McKinley outlines five distinct and unique challenges facing the F&I department in the market conditions:

  1. Preparedness
  2. Digital retailing infrastructure
  3. Selling the F&I menu to customers over platforms like Zoom
  4. Doing more with less
  5. Creating a culture to facilitate a digital environment
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McKinley and anchor Jim Fitzpatrick also tackle the following:

  • The role of F&I in a digital environment
  • The importance of additional department training
  • Trends that dealership leaders should watch for
  • How digital service can change gross profit
  • What is needed in an F&I manager today

Did you enjoy this interview with Audrey McKinley? Please share your thoughts, comments, or questions regarding this topic with host Jim Fitzpatrick at

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CBT News
For over 10 years, CBT News has been informing and helping automotive retail professionals grow their businesses and thrive in their careers through an awarding-winning, on-demand streaming platform. With exclusive interviews featuring the biggest names in the industry, daily newscasts, up-to-date market data, and exclusive articles covering the latest trends, CBT News is your #1 source for auto industry news and content.

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