F&I can play a much larger role in dealership performance when sales, finance and service work together throughout the customer journey.
Paul Sheldon, national director of specialty products at Spectrum Dealer Alliance, will show dealers how to build that collaboration during an education session at the 2026 RV Dealers Convention/Expo in Las Vegas. Sheldon will focus on how F&I can help sales introduce protection products earlier, strengthen customer relationships through service and create more opportunities for repeat and referral business.
“F&I is a Team Sport: Let’s Win Better Together,” presented at 4 p.m. Thursday, Nov. 12, in the Versailles 1 room as part of the Business Innovation track of sessions, will uncover ways to make the best use of your entire team to make sure you are not leaving money on the floor.
This session is about building a successful dealership team around F&I. How can F&I step into the role of team leader and help sales plant the right seeds before the customer ever sits down, and how service creates the kind of lasting trust that turns a one-time buyer into a repeat customer who sends you referrals.
Learning objectives for this session include:
- Identifying the exact points in the customer journey where departmental disconnects are costing product acceptance, customer satisfaction and repeat business — and name specific, fixable solutions for each
- Equipping the sales team with the right language to introduce F&I protection products naturally and early, planting seeds that produce results in the finance office before the customer ever sits down
- How to build a working partnership between F&I and the service department that reinforces product value long after the sale, recovers re-sell opportunities, and drives customer retention
- How to step into the role of F&I team leader — not just someone at the end of the deal, but the connective hub that raises performance across sales, service and finance simultaneously
- How to leave with a dealership-specific action plan and the first concrete steps they will take when they return to their store — not a concept to think about, but a strategy to execute.
To register for the 2026 RV Dealers Convention/Expo, click here. Early bird registration rates are available through Sept. 3. Regular updates will be posted on the convention website and social media.
The Convention/Expo will take place Nov. 9-13, at Paris Las Vegas and is sponsored by RVDA of U.S., RVDA of Canada and the Mike Molino RV Learning Center.
Companies interested in partnership or sponsorship opportunities can contact Julie Newhouse at 703-364-5518 or email [email protected].
