F&I Manager (Finance and Insurance)

Category: finance

The dealership professional responsible for handling the financing paperwork, service contracts, and add-on product sales.

The F&I manager is the primary profit center for the store. After the salesperson negotiates the car price, you move to the F&I office to secure loans, purchase extended warranties, and add GAP insurance, rust-proofing, or paint-protection film products.

Common Examples

• We spent an hour in the F&I manager’s office reviewing our loan interest rates and deciding which extended service contract to add.
• The F&I manager earns commissions based on the total number of add-on products and the spread on the loan interest rates sold to buyers.