How modern F&I leaders protect profit with Paul Brown

Inside Automotive with Jim Fitzpatrick, powered by CBT News

We sit down with Paul Brown to relaunch F&I Today and dig into what modern F&I should look like post‑COVID. From digital menus to staffing ratios, we share practical ways to protect profit, reduce chargebacks, and raise CSI without sacrificing speed.
• Why the final F&I conversation shapes long‑term loyalty
• How to use digital tools and remote closes to increase trust
• Presenting a complete menu to every customer
• Turning customer preferences into higher PVR and fewer chargebacks
• Framing protection as payment stability amid rising costs
• Year‑end focus on process discipline and accountability
• Staffing benchmarks to avoid bottlenecks on busy days
• Building a bench and using the desk to speed submissions
Stay tuned to cbtnews.com for the first F&I Today show next week; we’ll send notices in our emails for the exact time
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1. Welcome And Series Reveal (00:00:00)

2. Paul Brown’s F&I Background (00:00:36)

3. The Real Role Of Today’s F&I (00:02:13)

4. What The Series Will Teach (00:04:34)

5. COVID, Digital F&I, And Menus (00:06:02)

6. Customer Experience As Profit Engine (00:10:05)

7. Affordability, Risk, And Framing Value (00:12:16)

8. Year-End Focus And Process Discipline (00:14:25)

9. Staffing Levels And Beating Bottlenecks (00:16:11)

10. Wrap-Up And Launch Details (00:18:38)