Car Dealership Guy Podcast Burnett on Ford 2.0 Launch, Lasky on Honing F&I Process | Daily Dealer Live
Jan 7, 2026
JB Burnett, Executive GM at Preston Automotive Group, reveals insights on the Ford Signature 2.0 launch, highlighting a tech-first showroom design and the benefits of a near-paperless transaction process. He shares impressive metrics showing increased finance averages and customer service innovations. Justin Lasky, Business Manager at Lexus of North Hills, discusses his success in F&I operations, emphasizing the importance of sales-floor involvement and robust lender relationships while addressing fraud risks in the industry.
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Show Products Before Credit Application
- Present protection products before credit application so customers add them into payments themselves.
- Let customers include products in payment scenarios to boost penetration and reduce salesperson resistance.
Skeptic Turned Advocate
- JB admitted he was skeptical before opening the 2.0 store but was surprised by the results post-launch.
- He now plans to speak about the model at NADA and calls transparency a gross-improving factor.
Have Sales Seed F&I Early
- Train salespeople to plant seeds for F&I on the floor and use a hybrid handoff where F&I finalizes details.
- Keep finance involved early so the sales-floor momentum converts to product pen at the desk.