Dave Perriton: How to Turn Your F&I Department Into a Profit Powerhouse

The Dealer Playbook

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.

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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Chương

1. Improve Car Business F&I Department (00:00:00)

2. Enhancing Car Buying Finance Experience (00:11:48)

3. Avoiding Shortcuts for Long-Term Success (00:22:27)