The RV Dealers Association (RVDA) will host a 30-minute session Oct. 14 focused on helping dealers and F&I managers make finance and insurance conversations more consultative while maintaining dealership performance and profitability.
The presentation and interactive discussion, scheduled for 2 p.m. Eastern, will feature Bill Koster, a 30-year RV industry professional. Koster will discuss strategies for moving F&I conversations beyond product-focused presentations and toward discussions that are more relevant to customers.
The session will address how F&I managers can remain persistent without making customers feel pressured, what questions should be asked before discussing vehicle protection options and how customers’ RV usage and ownership plans can influence their decisions.
“F&I is an important part of the RV buying experience, but customers don’t want to feel like they’ve simply moved from one sales presentation to another,” Koster said. “This session will explore how dealers can make F&I more relevant to the customer while still creating meaningful opportunities for the dealership.”
The discussion will focus on connecting F&I conversations with customers’ individual RV ownership plans rather than beginning with vehicle protection options. The session is intended to provide dealers and F&I managers with practical approaches for conducting those discussions.
“Making F&I less transactional doesn’t mean making it less effective,” Koster said. “It means making the conversation more relevant, more educational and more connected to the customer’s actual RV ownership experience.”
RVDA members can register to attend the session. The association represents RV retailers throughout the United States and provides education, advocacy, industry leadership and member services intended to help dealerships operate more effectively and profitably.
