F&I Product Offerings Designed to Help Dealers Educate Customers

Protective Asset Protection, a provider of F&I programs, services and dealer owned warranty company programs, continues to ensure its F&I product offerings meet the needs of dealers selling plugin, electric vehicles (EV), or vehicles used for Rideshare programs.

EV cars and trucks are obviously built with different technology throughout – particularly in the engine components – which means servicing these vehicles can be different from traditional gas-powered cars and trucks. Recommending the right F&I products for EV cars and trucks can be more difficult for auto dealers because they are inherently different from traditional gas-powered vehicles. These inherent differences make it important for dealers to understand how to effectively communicate with their customers, as well as understanding the different types of F&I products and coverages to best serve these vehicles.

In 2018, total U.S. EV sales came in at 361,307 for the year — up 81 percent over 2017 — according to the tracking website Inside EVs. According to IHS Markit, the share of EV cars and trucks is expected to reach 7.6% of all new-unit sales by 2026. This compares to just 1.2% of sales in 2018. What’s more, 18 models were available in 2018 and this expected to grow to 133 by 2026.

While some in the media have questioned whether Rideshare programs will reduce the number of vehicles on the road, the opposite may be taking place. A report from transportation consultant Bruce Schaller last year revealed popular Rideshare programs actually added 5.7 billion miles of driving in the country’s nine largest metropolitan areas. What’s more, vehicle ownership rates climbed higher than the population in those areas. Schaller also calculated Ridesharing programs with carpooling options actually saw a 160% increase in driving in major cities.

The program offerings from Protective are designed to help dealers explain more clearly the options specific to plugin, EV and Rideshare vehicles. For example, protection plan options for EVs need additional education and explanation for customers. This explanation stems from the different types of vehicles in this category. Looking broadly at the types of EVs, there are electric vehicles which are fully electric from a battery; hybrid vehicles which have a combination gas and electric-powered engine; a plugin hybrid which allows a driver to plug in the vehicle for an additional charge of the battery. A fourth type of alternate engine that is becoming more common today is the mild hybrid, which is a gas-powered engine that has an automatic start-stop of the engine when the car is not in motion, such as sitting at a red light.

“The reasons people buy cars today, and the uses for them, are as diverse as the types of vehicles themselves,” said Tim Blochowiak, vice president of dealer sales. “Alternate fuel, electric or even Rideshare program use means buyers have different needs compared with customers purchasing more traditional vehicles. As such, they will also have different needs and requirements to protect their investments, and it’s important we help dealers properly explain these options in a way that is less adversarial and productive for the customer.”

ABOUT PROTECTIVE ASSET PROTECTION

Protective Asset Protection provides vehicle protection plans, GAP, and credit insurance through vehicle dealerships. Protective Asset Protection has been serving dealers for more than 55 years and currently provides products and services to automobile, marine, RV and powersports dealers. Protective Asset Protection is part of the financial services holding company, Protective Life Corporation. For more information about Protective Asset Protection call 800-323-5771, or visit www.ProtectiveAssetProtection.com.

ABOUT PROTECTIVE LIFE CORPORATION

Protective Life Corporation provides financial services through the production, distribution and administration of insurance and investment products throughout the U.S. Protective traces its roots to its flagship company, Protective Life Insurance Company – founded in 1907. Throughout its more than 110-year history, Protective’s growth and success can be largely attributed to its ongoing commitment to serving people and doing the right thing – for its employees, distributors, and most importantly, its customers. Protective’s home office is located in Birmingham, Alabama, and its 3,000+ employees are located in offices across the United States. As of March 31, 2019, Protective had assets of approximately $92 billion. Protective Life Corporation is a wholly owned subsidiary of Dai-ichi Life Holdings, Inc. (TSE:8750). For more information about Protective, please visit www.Protective.com.