RV Industry Success Stories


HOLIDAY WORLD OF HOUSTON

Kevin Hoffpauir, the F&I Manager at Holiday World of Houston, used to pull in an impressive $1,800 of F&I per RV. However, when the dealership started using IDS’s FIpoint Virtual Business Manager, he saw his profits increase dramatically to approximately $2,500. This 39% increase in F&I sales is only one of the reasons why he is sold on IDS’ product.

Hoffpauir states that FIpoint helps him immensely, especially to create a trusting relationship with the customer. “FIpoint’s multimedia capabilities are key. Since I am able to share statistics and charts with the buyers right on my computer screen, the customers don’t feel like I am hiding anything from them. With the testimonial videos I can tell them “listen to what this experienced RVer has to say” about any product and play the video. This puts me in more of an ‘assisting’ role rather than a ‘selling’ one and customers appreciate that when they’re purchasing a warranty.”

Hoffpauir observes that warranty chargebacks have decreased dramatically to a low 10% of all F&I sales. He believes that the menu-selling system makes customers more comfortable with purchasing warranties, leaving both parties more satisfied and thus reducing the number of warranty cancellations. Plus, word-of-mouth has brought him new customers because buyers tell others about the value-add of Holiday World’s F&I department.

Hoffpauir notes that, “With FIpoint we’ve hit home runs in the F&I department. It’s especially helped to sell more F&I on big-ticket items, further increasing profits for the dealership.”

According to General Manager Charlie Power, in Holiday World’s first months of using FIpoint, penetration was 78%. In the following month alone it grew to 89% - a noticeable climb since they started using FIpoint.

At the other Holiday World of Houston location, business manager Jeanette Kraatz has been using FIpoint for a year. She sells mostly towables, and since using the tool she has doubled her F&I profit per sale. “FIpoint is an awesome selling tool,” she said, “it shows so much information to the customer and thus is a tremendous help to me. A warranty shown on paper is not nearly as valuable a selling tool as the graphics and multimedia capabilities of FIpoint.”

Her estimated penetration with FIpoint is 75% - prior to using the tool, her branch of Holiday World was only getting a 30% penetration in F&I.

Kraatz is very pleased with IDS’s product - “FIpoint is easy to use and gives you everything you need to best sell F&I.”