Choosing the right F&I company is one of the most important decisions a dealer can make. The right partner can elevate profitability and long-term wealth, strengthen compliance, and enhance the customer experience, while the wrong one can create unnecessary risk and limit long-term growth. Understanding what separates top-tier F&I companies from generic vendors helps ensure your dealership invests in a partner that truly drives results. Today, we’ll be discussing the top things you should look out for when finding your next F&I partner.
The best F&I companies provide training and development programs that deliver proven, measurable improvements in profitability, compliance, and customer experience. To do this, your F&I company should invest heavily in dealer education, going beyond one-time classes or generic feedback. This partnership should include ongoing workshops, virtual courses, and on-the-job coaching and role playing for live feedback.
Beyond consistent training, you need to look for an F&I company with actual results and numbers to back up what they teach. Ask them if their training produced measurable results in increased revenue and PRU. Top companies will be able to draw clear comparisons between performance before and after their F&I training.
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A great F&I company will strive to help you build customer loyalty through transparent product structures and an ethical approach. They should offer a diverse portfolio of protection products that meet real customer needs, avoid unnecessary add-ons, and align with today’s strict compliance expectations. The right partner will help your team present products clearly, set proper expectations, and ensure every deal supports long-term customer trust.
Compare this to an unproven vendor that may prioritize short-term gains at the expense of customer satisfaction. These companies often push high-margin products without considering the customer’s needs. This frequently leads to higher chargebacks, compliance issues, and negative customer experiences. An ethical F&I partner lays the foundation for stronger trust, reduced risk, and better results for your customers and your dealership.
Lastly, a strong F&I partner should equip your dealership with the right data and reporting tools needed to track performance, identify gaps, and drive continuous improvements. Good F&I companies make it easy to monitor and track these metrics, allowing you to gain insight not just into what’s happening in your F&I department, but also why it’s happening.
They also should provide data analysis tools to help uncover missed opportunities and areas where coaching can make an immediate impact. Taking this a step further, the best F&I company should have deep knowledge of average performance in your region, enabling you to compare your dealership’s performance with similar rooftops and markets. This can help you understand where you stand and areas where you have room to grow.
Ultimately, your F&I company helps make improvements that are clear, measurable, and consistently reflected in your team’s day-to-day performance.
Choosing the right F&I partner can transform your dealership’s performance, culture, and customer experience. At EFG, we combine industry-leading products, proven training programs, and data-driven performance tools that can take your F&I department to the next level. Our approach allows us to become an extension of your dealership, providing insights and long-term support, and consistently drives measurable results.
Our training programs are custom-tailored to your dealership’s needs and goals. We’ve proven time and time again that our methods increase profitability and results for our clients. In fact, EFG trainees produce on average an additional $206,400 in F&I revenue per year, per producer! Take the guesswork out of your dealership and partner with an F&I company that can help you produce sustainable, successful results. Reach out to our EFG today to get started.
