IAS News and Press
Videos help sell F&I products
Oct 18, 2004
Automotive News
Finance and insurance managers are making greater use of instructional videos to sell their products to dealership customers.
The videos tell buyers about products such as service contracts, credit life insurance and GAP (guaranteed asset protection) coverage.
Some F&I managers are not well-versed in the laws and rules that guide product presentations, says Dave Robertson, executive director of the Association of Finance and Insurance Professionals. The videos enable dealers' attorneys to approve the presentations, he says.
An appropriate video "is a systematic, controlled presentation of those products, ... and it's always done in compliance with the law," Robertson says.
Innovative Aftermarket Systems of Austin, Texas, produces F&I videos for customer viewing. From September 2003 to September 2004, the number of dealerships that use the videos jumped to about 546 from 98, says Bob Corbin, the company's president.
The company enables dealers to customize their videos by choosing a male or female narrator who speaks English or Spanish. The videos last six minutes at most.
In six minutes, Corbin says, "you can do a pretty thorough job of presenting each of the products a dealer might sell in an F&I department."
About IAS
Innovative Aftermarket Systems (IAS) is the leading provider of F&I aftermarket programs to automotive dealerships. IAS offers a variety of products including, GAP, Invisible Phantom Footprints, Theft Avert, Super Polysteel, The Preferred Advantage, R.O.A.D. InTire, among others. Additionally, IAS' flagship software suite, SmartDealerProducts, provides revolutionary F&I software solutions for dealerships and their customers. IAS' training department, SmartDealerUniversity, provides ongoing training and feedback to ensure continued penetration, ethical presentations and increased profits for IAS dealership customers. Headquartered in Austin, Texas, IAS has hundreds of certified agents throughout the United States and provides technology solutions and aftermarket products for many of the top-100 dealer groups. For more information, please visit www.iasdirect.com.