Digital Dealer - February 2019 - 39

instance, do they understand a T&W or Combo
product you offer? In other
words, can they talk about
its value to their customers?
Can they speak intelligently
about benefits and function
of those products?
To create value in F&I,
show them the value their
customers receive when
they take advantage of
protection products your
dealership has to offer.
Once they learn about what
is available, take time to
train them on how to plant
seeds for F&I products
during their sales process to
prepare customers towards
your presentation.
3. GAMIFY INCENTIVES. If you have F&I

incentives for your sales
team, ask yourself - "how
long have they been
around?" Do they motivate
your sales force? In many
cases, incentives are stale
and not visible to sale
people. No one is tracking
them, and they magically
appear on their paychecks
hidden with the rest of
incentives. This form of "out
of sight out of mind" makes
it difficult for their behavior
to stick. You may or may
not be able to redesign your
incentives, but, you don't
have to change much to
gamify your current incentive program and create a
fun competitive environment
to engage your sales team.
From football game points
to casino chips, from rolling
the dice to "Mario Cart
Racing" there are plenty
of ideas to create a gametype atmosphere and let
your team win. Turn your

stale incentive plan into
exciting game and watch
their participation increase
and apathy disappear. Keep
track of their scores and use
various rewards methods to
motivate their performance.
Creating the F&I-friendly
culture does not have to
be difficult or frustrating.
Realize this, fixing the F&I
apathy at your dealership
has to start with your F&I
team. To change your sales
team's behaviors, you first
must win their hearts and
their minds. Do so, by helping them sell more cars first,
educate them on your total
offering, and finally gamify
your current F&I incentives
to eliminate the F&I apathy
from your showroom once
and for all.
KEY LEARNING
OBJECTIVES:

 Develop a comprehen-

sive career pathing plan for
your dealership's F&I pipeline, which will include pay
plans, job titles/descriptions,
and training/performance
objectives.
 Create an effective
hiring strategy for your
dealership in order to attract
and hire the best candidates
for your F&I pipeline from
outside of the industry. Part
of this hiring strategy will include an adequate onboarding process.
 Design a step-by-step
training regimen for new
recruits that will include
courses in the following
areas: administrative, compliance, product knowledge,
F&I process, and F&I sales
skills.
TONY TROUSSOV CSP is
an owner of Mezen Dealer
Services. He recently served as

Group F&I Director at Morries
Automotive Group. Throughout
his twenty plus years in an
automotive retail career he
held multiple leadership
positions, including a GM of
a large import dealership.
As a consultant, Tony works
with dealerships and OEMs
helping them improve
processes and customer
experience. He designed
and developed Proactive
Selling System® on-demand
learning platform. Along with
hundreds of dealerships his
clients included Hyundai,
Lexus, GP Strategies and J.D.
Power. Tony has delivered
over 650 presentations totaling
over 3,000 hours of platform
time. His international work
includes speaking and training
in Korea, Portugal and UAE.
Tony is a Certiﬁed Coaching
Practitioner with Certiﬁed
Coaching Federation and a
Certiﬁed Speaking Professional
with National Speakers
Association. EMAIL: tony@
mezendealerservices.com

MORE F&I INSIGHT: BUILDING AN F&I
PERFORMER PIPELINE
Join Tony Troussov at Digital Dealer 26 to learn how to create an employee development
program that works. Through real-world examples, you will learn how to create this
program, no matter what size dealership you have. You will walk through it step by step
and identify key components to developing your employees and creating a great culture
of learning.
TAKEAWAYS:

 Gain a clear understanding and the ability to develop a comprehensive career pathing
plan for your dealership's F&I pipeline, which will include pay plans, job titles/descriptions,
training/performance objectives.
 Learn how to create an effective hiring strategy for your dealership in order to attract
and hire the best candidates for your F&I pipeline from outside of the industry. Part of this
hiring strategy will include an adequate onboarding process.
 Discover how to design a training regimen for new recruits that will include courses in
the following areas: administrative, compliance, product knowledge, F&I process, and F&I
sales skills.

D I G I TA L D E A L E R . C O M

FEBRUARY 2019

http://www.DIGITALDEALER.COM

Digital Dealer - February 2019

Table of Contents for the Digital Edition of Digital Dealer - February 2019