If you are involved in selling products in the automotive sector, retail or capital equipment sector you will know just how large the F&I opportunity is. Very few businesses including global brands actually pay cash for commodities such as motorcars and contrary to popular belief neither do retail customers.
When it is proclaimed that “the customer is paying cash”, the likelihood is that funds have been secured elsewhere enabling a cheque or bankers draft to be made out to the seller. Clearly the F&I function looses out