On the latest episode of Training Camp, host Adam Marburger welcomes Amy Hitch, a 40 Under 40 Automotive News honoree and nationally recognized F&I trainer, to share strategies for elevating finance operations through mentorship, accountability, and continuous development.
Hitch partners with Ascent Dealer Services and focuses on strengthening F&I departments nationwide. She views her role as purpose-driven, shaped by years of challenges that included building a finance office from scratch and balancing the demands of a high-risk pregnancy. Those experiences taught her to problem-solve under pressure, remain composed during difficult situations, and lead effectively.
“Had I had the mentorship and support when I was in the office earlier, it would have been a game changer.”
However, she stresses that finance managers require more than compensation to succeed. Dealerships that invest in mentorship and professional development enable managers to grow faster, build stronger skills, and deliver better results. Hitch notes that many managers lack adequate support, which delays their ability to ask the right questions and maximize performance.
Hitch also urges dealerships to expand their recruitment strategies. She warns that recycling the same F&I managers across stores perpetuates poor practices. Instead, she recommends recruiting from fields such as financial services and hospitality, where professionals bring transferable skills in problem-solving, customer service, and relationship-building.
While in-store visits remain vital for building customer relationships, Hitch encourages dealers to embrace remote and hybrid retailing models. She argues that remote deliveries, when structured correctly, create opportunities for profitability and long-term loyalty. To succeed, dealerships must integrate digital processes seamlessly, ensuring that every team member, from salespeople to desk managers, understands their role in a remote transaction.
Accountability, she stresses, plays a vital role in F&I success, as dealership leadership must set clear expectations. But she also notes that finance managers themselves must take ownership of every transaction from start to finish. When managers commit to following structured processes, training, and ongoing development, they consistently achieve stronger results and position themselves for career advancement.
