Auto F&I Development
Dealership Synergy That Drives F&I Profits.
We Know Automotive.
Our auto experience runs deep—we know every inch of a dealership.
Our automotive practice consists of experienced executives and results-driven associates—seasoned professionals who’ve excelled in ownership, management, sales, and F&I.
Our team is on the front lines—in hundreds of dealerships every week—consulting, assessing, guiding, training, and supporting sales and F&I staff to align with the dealer’s vision and goals.
F&I TRAINING
We train F&I staff to optimize their performance, improve the customer experience, and maximize F&I contribution to the bottom line.
BEST PRACTICES
We work with dealers to infuse proven best practices into their sales processes to strengthen their F&I departments and achieve sustainable growth.
CUSTOM SOLUTIONS
We use our Define to Design™ process to create a custom solution, tailored to match each dealer’s F&I needs and adapted to their environment.
SALES COACHING
We provide sales coaching, customized to F&I staff’s level of knowledge, skills, and potential, plus reinforcement, encouragement, and mentorship, empowering them to meet the needs of today’s digitally active, informed customer.
SALES PROCESS
We work with dealer principals and sales management to develop a viable, repeatable sales process that creates synergy across departments to maximize profits.
What’s in it for Manufacturers
We help OEMs compete with independent F&I products that may have a perceived price advantage but don’t enjoy the manufacturer’s brand strength and dealer relationships.
What’s in it for Dealerships
We provide 360° support to dealer F&I teams on the products they sell so they can confidently offer customers a superior product, optimize customer engagement, and drive higher dealership revenue.
THINKING FORWARD
Our Insights
Beyond the Technology: How F&I Teams Can Achieve Sustainable Growth
How Healthy Is Your F&I Auto Team?
Rethinking Customer Engagement for Auto Dealerships
The Art of Pre-Suasion: Putting Auto Customers in the Driver’s Seat
Beyond the Technology: How F&I Teams Can Achieve Sustainable Growth
Online car shopping is growing, and consumers want a better F&I experience. Here’s how to give it to them..
READ THE BLOG →
How Healthy Is Your F&I Auto Team?
Do you need to optimize your F&I team? Here’s how to tell.
READ THE BLOG →
Rethinking Customer Engagement for Auto Dealerships
Digital retailing is taking the auto industry by storm. Here’s how to leverage it to the max.
READ THE BLOG →
The Art of Pre-Suasion: Putting Auto Customers in the Driver’s Seat
Pre-suasion is an essential customer engagement tool you need in your sales arsenal.
READ THE BLOG →
FAQs
What is Auto F&I Development, and what does MarketSource do in this space?
What specific F&I challenges does MarketSource help dealerships solve?
MarketSource addresses the full range of F&I performance challenges, including staff skill and product education gaps, inconsistent sales processes, low product penetration, poor customer experience in the F&I office, and lack of department synergy. The team works with dealer principals and sales management to develop a viable, repeatable sales process that creates alignment across departments—improving both profitability and the customer experience.
How does MarketSource support F&I teams as automotive retail shifts toward digital?
MarketSource actively helps F&I teams adapt to the growing shift toward online car shopping and digital retail. As consumer expectations evolve—with buyers arriving at dealerships more informed and later in the purchase journey—MarketSource coaches F&I staff on updated engagement strategies, pre-suasion techniques, and customer experience practices that meet buyers where they are.
Read MarketSource’s insights on rethinking customer engagement for auto dealerships →
How does MarketSource’s F&I training program work?
MarketSource’s F&I training program is built around the individual—not a one-size-fits-all curriculum. We assess each professional’s current knowledge, skills, and growth potential to create a customized development plan aligned to the dealership’s unique goals and operating environment. Training extends beyond product knowledge and compliance to include ongoing sales coaching, mentorship, behavioral sales psychology, and strategic reinforcement. This continuous approach helps F&I professionals confidently engage today’s digitally empowered car buyers and maximize dealership performance. The result is a tailored F&I development program that strengthens individual capabilities, drives profitability, and supports long-term dealership success.
How does MarketSource’s Auto F&I program benefit OEMs and manufacturers?
For OEMs, MarketSource helps manufacturers compete more effectively against independent F&I product providers that may carry a perceived price advantage. By leveraging the manufacturer’s existing brand strength and dealer relationships, MarketSource helps OEM F&I products gain greater mindshare and penetration at the dealership level—protecting revenue that might otherwise go to third-party alternatives.
What makes MarketSource different from other F&I training providers?
MarketSource’s automotive practice is built on deep, firsthand dealership experience—not classroom theory. Our team has worked across dealership ownership, management, sales, and F&I, and is active in hundreds of dealerships every week. Rather a one-time training event, consistent field presence, combined with best practice consulting, custom program design, and ongoing coaching and mentorship, creates a development model that drives sustainable performance improvement.
Contact MarketSource to discuss your F&I development needs →
If You’re Ready to Optimize Your F&I Team and Boost Their Contribution to Your Bottom Line…