Assurant recently created a whitepaper where they look at ways to support the online F&I process. Here are some finding that I wanted to share with you.
Meet your customers throughout their car-purchasing journey. Here’s how to optimize these six areas to effectively support their experience.
Step 1: Consumer Research & Discovery: 92% of car buyers want to learn more about protection products and review details online before purchasing.
Step 2: Shopping & Test-Driving: Most U.S. drivers (74%) say they’ll only purchase a car if they can test-drive it first.
Step 3: Transition to F&I: 63% of consumers say they’re more likely to buy an F&I product if they can learn about it on their own time.
Step 4: Needs Awareness & Assessment: The top 5 pain points customers want solved are
- Repair costs
- Nationwide coverage
- Roadside assistance
- Car rental reimbursement
- Transferable coverage
Step 5: F&I Presentation: Consumers say they respond best to
- Graphics that simplify F&I product information (92%)
- Online brochures (85%)
- Video presentations (75%)
Step 6: Post-Sale Opportunities: 74% of consumers want a mobile app to connect with their dealership after they purchase a vehicle.
Go to www.autonews.com/sponsored-whitepaper/6-steps-fi-deal-where-digital-retailing-fits to download the white paper.