It’s critical for dealership success for the sales and the F&I departments to work seamlessly together. In today’s episode of Training Camp, host Adam Marburger is joined by Amy Hitch and Dustin Lindsay of Al West Nissan to discuss how sales and F&I teams can better work together.
Marburger opens up the conversation by highlighting that historically–particularly in the 90s– there has always been a distinct division and brewing tensions between the sales and finance departments. While things have improved across the board, more can be done to push teams to new levels. When there is harmony between the sales and finance departments, it can increase dealership profits and boost customer confidence.
Hitch, who leads the F&I department, and Lindsay, who leads the sales department, are real-life examples of exceptional teamwork. When teams work harmoniously, the customer’s transition from sales to financing is seamless.
For this to happen, leaders in both departments need to acknowledge, genuinely believe, and act in a manner that demonstrates that they’re one team.
First, F&I managers should be involved in the process as soon as possible. The earlier that they’re introduced to a customer, the easier it is to build trust with them, and it also reassures the customer that they’ll be cared for every step of the way.
When it’s time to transition the guest to the F&I department, it’s crucial that the salesperson doesn’t abandon the guest while they wait for the F&I manager to assist them. Instead, keep the client actively engaged by showing them the features of their chosen vehicle or introducing them to the service department.
Lindsay highlights the importance of building a strong and knowledgeable team. The key to developing top-tier talent is hosting daily sales meetings, actively training, and connecting with employees often to see what support or development is needed.
In addition, it’s also critical that leaders invest in their self-development. The most effective leaders consistently push themselves to grow and learn so that they can, in turn, coach their teams to a higher level.
When both departments strive to be their best and work together, everyone wins.
"The more each of us knows about each other's jobs, the better we can work together." – Dustin Lindsay
