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Fewer Scripts in F&I Pitches

Posted Jul 21st, 2017

Fewer Scripts in F&I Pitches

Word tracks, once a standard in the F&I industry, may be falling by the wayside, and for good reason, according to a recent survey and F&I experts.

In an Automotive News-DealerRater survey of 2,913 recent car buyers from July 10-12, three-quarters of respondents said that both the salesperson and F&I manager tailored the presentation to the respondent's circumstances rather than sticking to a script.

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