In this article, Cory Collins argues that the F&I department’s performance isn’t just about individual managers, it’s about leadership, structure, and culture. He emphasizes the importance of training, accountability, and ongoing coaching as key factors that separate top-performing departments from the rest. Many dealerships, he notes, focus too heavily on the transactional side while neglecting long-term team development. By shifting focus toward management practices, dealerships can build F&I departments that thrive even during challenging market conditions. Cory provides practical strategies for leaders, including regular reviews, clear performance metrics, and staff empowerment. The result is stronger margins and more sustainable growth.
