On today’s episode of Training Camp with Adam Marburger– a black belt in both Brazilian Jiu-Jitsu and F&I- notes how F&I professionals are urged to stop fixating on PVR (per vehicle revenue) and start focusing on what truly drives success: the retail customer. Marburger shares four essential takeaways to help F&I managers improve their performance and ultimately increase PVR by following proven strategies. Let’s dive into these actionable tips that will transform your F&I operations.
Firstly, Marburger begins by discussing his past obsession with tracking PVR and urges automotive F&I professionals to stop focusing solely on the numbers. Instead, he advocates for a shift toward improving the overall customer experience and enhancing F&I processes.
Then, he outlines four key takeaways for boosting both personal and departmental performance:
- Get Involved Early: F&I managers should integrate into the sales process earlier, interacting with the customer and sales team before the deal is sealed.
- F&I and Sales Managers as Allies: Building strong relationships with sales managers is crucial for better control over transactions and smoother cooperation.
- Stick to the Process: Marburger stresses the importance of never deviating from the established process, no matter the deal type or timing.
- Commit to Ongoing Training: Continuous personal development is key to staying competitive and improving performance.
Finally, Marburger closes by emphasizing that focusing on the customer, rather than obsessing over PVR, will naturally lead to higher numbers and better outcomes.
"Processes do not fail, but people unfortunately fail the process. The highest performers are those that never deviate from the process." – Adam Marburger
