Most F&I present tire & wheel the same. That’s not a presentation—it’s a checkbox.
In this instructional video, Adrian Anania teaches F&I professionals how to transform a generic tire‑and‑wheel presentation into a customer‑focused conversation that drives higher penetration. He emphasizes the importance of localizing the pitch by asking the buyer where they drive most—residential streets, highways, or a mix—and which specific highways they use. By grounding the discussion in the driver’s real‑world environment, the salesperson can move beyond merely stating what the coverage does (protects tires and wheels from road hazards) to explaining why it matters and how it applies to the customer’s daily life. Anania provides a concrete word track that incorporates these questions and the "what, why, how" framework, enabling the salesperson to help the buyer visualize a scenario where the coverage would be valuable, thereby increasing the likelihood of purchase.
Chapters
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