The F&I Process, the Product Stack, the Pay Plan, and the Lender Strategy That Separates Elite Dealers with Alex Reyes

The national average F&I per copy in powersports is $370. Alex Reyes and his team are targeting $1,000 as their floor, not their ceiling.Alex is the General Manager at Broward Motorsports Treasure Coast in Hobe Sound, Florida, part of an eight-location group. He has spent the better part of the last decade building and running the F&I operation at one of the most active powersports dealer groups in the country. Three-time PSB Magazine 40 Under 40. MPN author. Featured on Auto Finance News with Synchrony. And he came from automotive at Hyundai Motor, which gives him a benchmark most powersports F&I people never had.This is the most comprehensive F&I conversation we have ever done on this podcast. We go from the product menu all the way to pay plans, lender strategy, the digital customer, and what metrics a GM should be watching every single week.What we cover:Why the $370 powersports average vs $2,500 automotive F&I gap comes down to habits, training, and focus, not talentAlex's first career move into powersports and why the emotional nature of the purchase changes the entire F&I conversationWhy financing is still an afterthought at too many stores and the simple script to shift that conversation at the point of saleThe 400% rule: offer every product, every customer, every time with 100% effortThe two non-negotiable products in any powersports F&I office and why ESC is not an upsell, it is a safety netWhy 85% of powersports repossessions trace back to mechanical failure and what that means for every service contract conversationThe GAP math: when to offer it at full LTV, what to say at 70% or under, and when to leave it outPrepaid maintenance as a VIP retention tool, saving customers 30-40% while bringing them back to your service bayHow Alex built a near-prime and subprime lending program at Broward from scratch and why a single-lender strategy is a one-hand-tied-behind-your-back problemThe Synchrony Outdoors card as a cross-departmental revenue tool that works across sales, parts, and serviceThe used bike lending reality: LTVs are different, CITs need to move fast, and MotoHunt helps you buy right in the first placeAlex's unorthodox F&I handoff: the business manager gets involved the moment credit is submitted, not at the endThe "tour de ride" concept and how Broward turns the wait time before the box into a dealership relationship builderHow to handle time in the box without killing the customer experience and the Jimmy at school storyThe baseball farm league approach to building F&I talent from the ground upWhy pay plans based on product mix produce better behavior than pay plans based on sheer PVR volumeThe three numbers a GM has to watch every week: cash to finance ratio, penetration by product, and CITWhat an F&I training program actually looks like and why Rob Greenwald gets the call when Alex needs outside helpThe CRM cadence for declined deals and why a no today is a lead for laterSoft pulls, VIP appointment setting, and where Broward draws the line on digital deliveryWhat Alex looks at first when a GM suspects their F&I department is underperformingWhy penetration rates tell a better story than PVR and what to do when they are out of balanceWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Alex Reyes: ⁠https://www.linkedin.com/in/alex-r-a97a321a0/⁠Broward Motorsports Treasure Coast: ⁠https://www.browardmotorsportstreasurecoast.com⁠PowerSports HQ (Alex's YouTube): ⁠https://youtube.com/@PowersportsHQAlex⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠