Dave Perriton: How to Turn Your F&I Department Into a Profit Powerhouse
What’s the real secret to crushing it in F&I? Spoiler alert—it’s not about memorizing word tracks or spitting out product features. It’s about people. I sat down with my new friend, Dave Perriton, Regional Vice President at RoadVantage, to dive deep into one of the most misunderstood parts of the car-buying experience—F&I (Finance & Insurance). Now, I know, the moment customers hit the finance office, things can get a little... disconnected. But what if I told you there’s a way to turn that final step into the most seamless, trust-building moment of the entire process?
Here’s what you’ll learn:
Why 95% of dealerships are making F&I harder than it needs to be (and how you can flip the script).
The hidden mistakes that make customers feel disconnected right when you’re supposed to be closing the deal.
How a simple shift in focus—from products to people—can explode your F&I revenue.
This isn’t just theory—these are real, actionable strategies that can make your F&I office the most powerful tool in your dealership’s arsenal. And trust me, you won’t find this stuff in textbooks.
Dave also shared his story of growing up in a car business family (and, fun fact, his Hawaiian roots!), but more importantly, how he learned that it’s not about what you sell—it’s about understanding the person sitting across from you. In this episode, we break down how to build a winning F&I process that leaves customers excited instead of frustrated. And here’s the kicker—it’s not about the product knowledge. It’s about PEOPLE. As Dave says, "People don’t buy products because they understand the product; they buy because they feel you understand them." Powerful, right?
We also talk about why shortcuts in the F&I process can wreck your business, and what it takes to make every customer feel like they’re walking away with more than just a new car—they’re walking away with peace of mind.
So if you’re looking to level up your dealership’s F&I game and turn your finance department into a customer magnet, this one’s for you. Buckle up, because we’re not just talking business—we’re talking about transforming the way you connect with your customers.
Thanks, Dave Perriton!
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