Tony Wanderon on the Future of On-line F&I Sales

Sep 16, 2015

F&I Providers Talk About the Pros and Cons of Taking the F&I Office Online

Much has been made of the move toward a fully online car-buying process, leaving dealers, agents, product providers and administrators to wonder whether the F&I office could be next. To learn whether online sales of F&I products is a realistic prospect, P&A magazine polled a number of experts in the field and quickly learned there is no one prevailing opinion.

Some believe the F&I process should move online, offering consumers the option to do everything but sign the final paperwork and take delivery of their vehicle from the comfort of their own home. Others believe that, while offering information about F&I products upfront gives multiple benefits to car buyers, the sale should still come only after a consultation with a trained F&I manager.

“There is a lot more direct-to consumer availability. No one has figured out at this point how to tap the customer buying the vehicle,” says Tony Wanderon, CEO of Westerville, Ohio-based National Auto Care Corp. (NAC). “Online financing and product sales are coming. It’s a matter of who’s going to be the first to do it. Will it be a third party? A credit union or bank? Can the customer pay for it all with one transaction? How do you get the disclosures out there, with [differing] state requirements? There’s a lot of things in the back that create challenges.”

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National Auto Care Corp. provides F&I products, administration, consulting services, training and marketing support to independent agents, insurance companies, financial institutions, third-party administrators, and credit unions. National Auto Care Corp. focuses on increasing agent and dealer profitability by providing unique F&I products in protected markets.


National Auto Care is a multi-year award winner for Top Workplace and F&I Product Provider Excellence.

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