F&I Products
GAP
GAP is simple to explain and easy to sell wrong. Customers who understand it buy it; customers who feel pushed cancel it. We set up the program and coach a presentation that holds up after the customer drives home.
What it does for the store
- Covers the difference between what the customer owes and what the vehicle is worth after a total loss.
- Protects the lender relationship on longer terms and lower down payments.
- Coached to keep the chargeback line where it belongs.
How we set up GAP
We match the program to how your store finances: your lenders, your typical terms, and how much your customers put down. Then we coach a presentation built on one question the customer can answer for themselves: if the car were totaled tomorrow, could you pay off the rest of the loan?
Where GAP goes wrong
- Sold as a formality, so the customer doesn't remember buying it.
- Pushed on deals that don't need it, like large down payments or short terms.
- Cancellations that surprise the store because nobody was tracking them.
Common questions
Which customers need GAP most?
Low down payments, long terms, negative equity rolled in, and vehicles that lose value quickly.
What happens if the customer pays off early?
Cancellation and refund rules are set by each state and by the product's terms. We train managers to explain them up front so there are no surprises later.
How Kairos coaches it on the desk
We don't hand you a rate card and leave. Our F&I team is in the store weekly, coaching each manager on live deals: where this product sits on the menu, how to present it honestly, how to handle the objection, and how to keep the deal jacket clean. Product knowledge, menu flow, and compliance are trained together because that's how they work on a Saturday.
Where it fits
This product is one piece of the F&I Performance program, and the profit it generates can flow into Dealer Participation, reinsurance and profit programs the dealer owns. For dealers who want the whole store on one rhythm, Overdrive™, our dealer operating system, connects F&I to sales, service, and leadership.
Want to assess your dealership first?
Rate twenty statements and see where your store is strongest across Purpose, People, Playbooks, and Performance.