How Customer Engagement Increases Aftermarket Product Interest

How Customer Engagement Increases Aftermarket Product InterestAs human beings, naturally, we would rather choose our own preferences instead of being told what we need. Because of this, it makes sense why customers prefer to buy something they want/need versus being sold. A great way to introduce an aftermarket product/service into the customer’s lives is getting the customer involved and hands-on with the F&I presentation. Today’s world of smartphones, tablets and voice-activated cars leave many consumers in demand to live in a complete tech world. It’s no wonder why customers become disengaged while watching your paper menu presentation of aftermarket products. Nowadays, this traditional presentation looks dated, and it’s simply not effective to today’s customer.

What’s the F&I industry to do? Luckily, there is good news for you! There are a plethora of modern platforms available on the market to affectedly increase customer interest when presented F&I products.
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Selling vs Celling: How to Keep Customers Coming to You for F&I Information

Selling vs Celling: How to Keep Customers Coming to You for F&I InformationToday’s F&I professionals are faced with new challenges with regards to their dealership’s F&I process. With the acceleration of modern technology, customers now have instant access to limitless amounts of information directly to their smartphone, many customers trust their own research findings over a professional’s word. “Showrooming” is the term for when customers are comparing rates and inventory of multiple dealerships while in the dealer’s showroom.
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5 MORE Strategies to Create Customer Aftermarket Interest

7_22Last week, we shared the first five strategies to creating customer interest in aftermarket solutions. The wait is officially over to learn the next five steps to peaking a customer’s interest in the F&I showroom! Read more

5 Strategies to Create Customer Aftermarket Interest

customer aftermarket interestTo you, the F&I professional, the menu presentation and products offered may be important, but they may not be as interesting in the eyes of the customer. Instead of creating interest in the aftermarket products, many F&I professionals create little to no rapport with the customer before offering the sale. By doing this, they create a high sales pressure atmosphere and give a negative impression of the products and dealership. A talented and successful F&I professional knows that a customer should never be forced to make a buying decision before they’ve learned everything they want to know from you. Discover these 5 strategies to effectively create aftermarket interest with every customer who walks into your office. Read more

Overcoming 3 Common Objections for Vehicle Service Contracts

dealer_3If you think about it, F&I managers make their money on turning the word “no” into a “yes,” seeing how most dealership customers enter the F&I offices prepared to deny any additional coverage. The most successful F&I managers understand that most objections are an indication that the customer doesn’t believe he or she needs the product or the value surpasses the cost.
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Renovate Your Powersports Dealership with the RpmOne IQ System

iq_logoWhen your dealership is moving at the speed of light, it can be difficult to keep track of new product updates and changes. Wouldn’t it be nice to automatically receive these updates while ensuring accurate rates are being applied to your current customers? With the RpmOne IQ System, you can revolutionize the way you do business and experience lowered administrative costs, enhanced customer satisfaction, improved sales volumes and significant improvements in dealership profitability!
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Master Your VSC and Extended Warranty Selling Skills for RV, Marine and Powersports Owners

Spring is in the air, which means it’s prime season for customers to start shopping for new summer toys. We’re not talking about a new bucket and shovel set to make sand castles; we’re taking about motorcycle dealershipwatercrafts, recreational vehicles, motorcycles and ATVs. These major investments will get plenty of use this summer, and it would be very unfortunate if the owners weren’t able to enjoy their new purchases to the fullest due to an unexpected breakdown and high repair costs. With a service contract or extended warranty coverage, these repair bills can be easily avoided and the customer can get back to enjoying their summer in no time. Follow these helpful tips below when upselling an extended service contract or VSC to your RV, marine and powersports customers.
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Ancillary Products: A Dealership’s Bottom Line Booster

featured_27Have you even gone to a doctor’s appointment and been asked, “Let’s take a look at those ancillaries, shall we?” Well, maybe you haven’t been asked that EXACT question, but you probably didn’t know you were asked something similar. Instead of ancillaries, your doctor wanted to check your temperature, blood pressure or reflexes. Now, picture this same scenario for your customers’ vehicles. The mechanic would check the condition of the windshield, tires and exterior. Some people don’t think this kind of inspection is vital to their vehicle’s general condition. However, if these components go a long time without the proper attention, it could lead to costly repairs that insurance companies won’t cover. People can purchase coverage for these sectors in the form of an ancillary to protect their vehicle and wallet in the long run. In this article, we will show you why ancillaries will boost your dealership’s bottom line and the best practices of selling them during a signing.
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Streamline Your Business Operations with INsite



In an industry known for its heavy amount of paperwork, it’s been difficult for any dealership to become more technology-based. Dealerships know there is a better way to conduct business, but there hasn’t been any easy way to transfer into a paperless resolution. Luckily, Interstate National has created the perfect paperless solution for the modern dealership. Our latest INsite system will simplify any dealership’s business operations and change the industry as we know it.

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Upcoming Training Course Selection

Looking for world-class training to assure your team has the knowledge, skills and attitude for success in 2015? With Interstate’s Corporate Training Centers, your team will be professionally trained and certified by our own team of training experts. We guarantee the most current knowledge is presented during all of our workshops, seminars and customized coaching sessions. Our trainers use structured exercises, role-play and written assessments to measure your staff’s ability to apply the practiced skill in the real world.

We are now offering the following training courses:

  • F&I Certification Training – This live, 3-day course illustrates the importance of the F&I introduction, personality triggers, menu methodology, objection handling and compliance awareness.
  • Advanced F&I Training – We lead the group learning by exploring each other’s real-world experience. Key Performance Identifiers (KPIs) are collected to compare the attendees’ strengths and gaps.
  • Total Customer Yield – This course that is specifically aimed at GMs, GSMs, Service Managers and Sales Managers to increase the customer experience, while generating higher profits per unit sold.

Check out our upcoming training dates and locations here. If you have any questions regarding our training sessions, contact our Direct of Training Mike Marchione at We look forward to seeing you at one of our upcoming training sessions!