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Say the word "sealant" in an F&I meeting and watch the room. Someone will bring up Fix-a-Flat. Someone will mention the smell. Someone will tell a story about a car that came in with sealant residue coating the entire wheel well. Someone will wince. This is the immediate objection that every F&I manager surfaces when…
Show me an F&I product that works after the flat happens. That's the starting point for just about every tire and wheel product in automotive retail. Road hazard coverage, tire and wheel protection, cosmetic wheel protection — they share the same basic structure. Something bad happens to the customer's tire. The customer files a claim.…
Open your admin portal. Pull the tire and wheel claim report for the last 24 months. Look at the claim ratio. Now look at the quarter before that. Chances are the trend is not going in the direction your underwriters would call healthy. Tire and wheel has long been one of the most problematic F&I…