October '20

Issue link: https://nbm.uberflip.com/i/1289456

Contents of this Issue


Page 43 of 87

40 • RV PRO • October 2020 rv-pro.com by ensuring the consumer is provided every opportunity to protect their new investment through ancillary products, while also building profit for the dealer. "It's a tall order to ask of an F&I manager," he adds. According to a 2012 U.S. Compliance Academy survey of dealers, more than 65 percent stated that they would not have survived the 2008 economic downtown without having an F&I department as a profit center. Today, Campbell says, dealers face headwinds of online shop- ping because RV buyers can easily shop for the best price. "The consumer has so many oppor- tunities online to make an RV purchase that dealers' front-end profits have been significantly marginalized. They get their best deal without ever having first stepped into a dealership." F&I ancillary products, however, must be presented in a dealer's F&I office. In order to receive a rate and term, the F&I manager needs to review a prospective buyer's entire credit portfolio. "Con- sumers won't freely give that information to numerous dealers online in the same way that they shop for units," Campbell says. "Also, ancillary products, regardless of what they are, are too difficult present in a few blurbs on a website." The benefits and features of those prod- ucts – whether it's a service contract, GAP insurance or chemical appearance package, for example – are best sold when they are Above: All Seasons has prospered under the leadership of its four owners (from left to right) Brian Zinniker, Mike Alvarez, Rick Wise and Ken Wise. Right: Like most dealership's nationwide this year, All Seasons has seen its inventory dwindle due to robust consumer demand combined with delays in getting replacement products from RV makers.

Articles in this issue

Links on this page

view archives of RV PRO - October '20