The F&I menu presentation is where dealership back-end revenue is made or lost. F&I managers who wing it leave PVR on the table. F&I managers who have a structured, customer-friendly script consistently outperform both in penetration rates and customer satisfaction.

This script covers every step of the menu presentation — from the introduction to the close.

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Before the Menu: The Right Setup

The F&I presentation works best when the customer arrives in the office already:

• Confident in their vehicle decision (that is the sales team's job)
• Emotionally at ease (not still arguing about price)
• Informed that F&I is the next step, not a surprise

When you introduce yourself at the desk:

"Hi [Name], I'm [Manager] — I handle all the financing and protection options here at [Dealership]. Congratulations on the [Vehicle]. I've got the paperwork pulled together, and I want to walk you through everything before we sign. We're going to be done in about 20 minutes. Sound good?"

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Step 1: The Needs Discovery

Do not skip this. A brief needs discovery before the menu changes the entire tone of the presentation.

"Before I show you what's available, I want to ask you a couple of questions so I'm not wasting your time with things that aren't relevant."

Questions:

"How long do you typically keep a vehicle?"

"Are you planning to use this primarily for commuting, or more family and road trips?"

"Is this replacing a vehicle that gave you issues, or is it more of an upgrade?"

"When it comes to unexpected repairs — do you tend to plan for those in a savings account, or would you rather have coverage that eliminates the surprise?"

The last question reveals risk tolerance and sets up the service contract conversation.

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Step 2: The Menu Introduction

"Based on what you've told me, here's what I've put together for you. I want to show you this menu because it gives you a clear picture of what's available and what each item costs per month. Everything here is optional — my job is to make sure you understand what you're choosing to include and what you're choosing to decline. That way there are no surprises later."

The "what you're choosing to decline" framing is important. It shifts the mental frame from "being sold products" to "making choices."

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Step 3: Present Each Product

Extended Warranty (Vehicle Service Contract)

"The first item is a vehicle service contract — most people call it an extended warranty. Your manufacturer's warranty covers [coverage details]. The service contract extends that coverage to [length/miles] and includes [additional coverage like roadside, rental car, etc.]. On this vehicle, the cost is [amount] — which comes out to [daily/monthly amount]. Given that you said you keep vehicles for [their answer], and that the first thing that ages on any vehicle is the electronics and drivetrain components, this is the coverage most of our customers find they're glad they have."

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GAP Insurance

"The second item is GAP coverage. Here's the situation it protects against: if your vehicle is totaled or stolen in the first couple of years, your insurance company pays actual cash value — which is typically less than what you owe on the loan because of how quickly vehicles depreciate. GAP covers that difference. The cost is [amount] for the life of the loan — it's a one-time cost built into your payments. Given your loan-to-value situation on this purchase, this one is worth having."

For the full GAP script, see F&I GAP Insurance Talk Track.

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Tire and Wheel Protection

"Tire and wheel covers damage to your tires and wheels from road hazards — potholes, nails, curbs. A single low-profile tire on this vehicle runs [market cost]. The coverage is [cost] and covers unlimited claims during the term. If you drive where [relevant road condition — city streets, highway], this one often pays for itself in one incident."

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Paint/Interior Protection

"The paint and interior package protects the finish and the interior fabric against [stains, UV damage, etc.]. The dealership applies [product] and backs it with a [warranty period] guarantee. For [amount] a month, you're protecting a [vehicle value] investment."

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Step 4: The Menu Close

"So here's where I'm going to ask you what makes sense for your situation. Based on what you've told me about how long you keep vehicles and your road conditions, I'd suggest at minimum [top recommended items]. But you know your situation better than I do. What feels right?"

Let them respond. Do not rush. The silence after this question is intentional.

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Handling "I Don't Want Any of It"

"I completely respect that — these are all optional. Before we cross them off, can I ask: is it that none of them feel relevant to your situation, or is it more about not wanting to add to the payment?"

If payment:

"On a 72-month term, the service contract adds [amount] a month. For coverage that protects your vehicle for [term], is [amount] a month the actual concern or is it more of a principle thing?"

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Full Dialogue: F&I Menu Presentation

F&I Manager: "Based on what you've told me, you keep vehicles for five or six years and you're buying this as your daily driver. Here's the menu. Let me walk you through it quickly."

[Walks through four items]

F&I Manager: "Given your situation, the two I'd specifically call out are the service contract and GAP. The service contract because you're keeping it long enough that you'll be outside the factory warranty for most of your ownership. GAP because your loan-to-value puts you at some risk in the first two years. Together those add [amount] a month. Does that feel reasonable?"

Customer: "That seems like a lot to add on."

F&I Manager: "I hear that. Let me put it in context: [amount] a month is about [daily cost equivalent]. Over the term of your loan, that's [total amount] — but if you have one major electrical component fail or one total-loss event, either of those would cost more than the coverage. It's a personal risk decision. What would make you comfortable?"

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Practice the Menu Presentation

The F&I menu presentation requires fluency. F&I managers who stumble through product descriptions lose credibility fast.

DealSpeak's AI roleplay includes F&I presentation scenarios where managers practice the full menu walkthrough against simulated customers who push back on every item. Fluency comes from repetition.

For related scripts, see F&I Objection Handling Script and F&I Extended Warranty Presentation Script.

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FAQ

Should the menu be physical or digital? Either works — what matters is that the customer can see every item and its cost clearly. Transparency in presentation consistently outperforms the "mystery reveal" approach.

How long should the F&I presentation take? 20–30 minutes for a full presentation. Rushing through it reduces penetration. Taking more than 45 minutes exhausts the customer.

Should F&I managers always present the full menu? Yes, every time. Selective presentation creates legal risk and inconsistent results.

How do I handle a customer who walked in specifically to decline everything? Present anyway, but acknowledge their position: "I hear you — and you have every right to decline. Let me just walk through what's here quickly so you're making an informed choice, not just a reflexive one." Most customers will listen to a brief presentation if they don't feel pressured.

What is a good F&I penetration rate? A well-managed F&I department targets 70–85% service contract penetration, 60–75% GAP, and 50%+ on tire/wheel on appropriate vehicles. These are benchmarks — actual performance varies by market.