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From a customer perspective F&I is the worst part of buying a car. They see the car they want, get excited and emotional, they engage with a salesperson where they go through all the bells and whistles and then you end up with f&i, and it's paperwork and governance and compliance.

However, even though it appears to be a very under-appreciated part of the industry, it is certainly a big contributor to the economy in South Africa, with at least 50% of all vehicles sold going through vehicle finance with F&I playing a vital role.

We speak to Pieter Wessels, managing director at Lightstone Auto to get his view on the important role of F&I managers.

Watch the interview below:

https://vimeo.com/542749699/8d5a563faf