HFS F&I and Cash Menu Tools – Quick Reference Guide The Excel F&I Menu Tool from Honda Financial ServicesSM (HFS) was designed to help you sell your F&I products and maximize your profits. Use this Quick Reference Guide to customize the tool to meet your dealership’s needs. The HFS F&I Excel Tool includes two menus, one for finance customers (green tabs – Figure 1) and one for customers paying cash (orange tabs – Figure 2). The Excel file consists of 4 worksheets: a Dealer Entry Screen (A) and a Customer View (B) for each menu, Images and explanations below refer to the F&I menu. All entries are made in the Dealer Entry Screens (A). Once you customize these screens, they will automatically update the Customer View. Follow these 5 steps to complete your initial set up in Dealer Entry: Enter your dealership name, address and website. Align both menus with your product offerings by entering your product names, any fixed retail prices and a brief product description in the yellow cells. Retail prices that differ by vehicle or finance amount need to be updated for each purchase. Note, not all products apply to cash-paying customers. Be creative and replace the generic menu names ‘Option 1–3’ with your own names. Using the drop down lists, compile three menus of products offerings. Keep products in the same order. Save the file as your master copy. All above steps apply to both F&I and Cash Menu. A For every sale follow these steps: Enter customer name and deal-specific vehicle and finance data in the blue-shaded cells. Update product prices as applicable where the retail price depends on the vehicle or finance amount. Save the file, click on the “Customer View” tab (B) and present the proposal to the customer either on screen or via printed menu. Use the fourth Custom menu to build a menu specific to customer request. Print the final menu and have customer sign their selection. B F&I Menu green tabs F&I Menu: green tabs Cash Menu: orange tabs F&I Menu green tabs

HFS F&I and Cash Menu Tools - Frequently Asked Questions What is the HFS Menu Tool? The HFS F&I and Cash Menu Tools are Excel spreadsheets that allow you to custom-build up to four F&I or cash menus and present your products consistently to your finance as well as your cash customers. How does the F&I Menu tool work? The HFS F&I Menu Tool is formatted in an Excel file which will calculate the monthly payment based on the original finance amount, the finance term and APR. The monthly payment is updated to include the cost and financing of each menu of products. The finance packages are designed and built by you. How does the Cash Menu tool work? The HFS Cash Menu Tool works similar to the F&I Menu except there is no finance amount, APR and monthly payment. The cost of each menu of products is included in the total quoted amount. What are the benefits of these tools? The tools, when used in conjunction with the HFS Menu Selling Training Guide will assist your staff in establi-shing an F&I process that will improve the customer experience, reduce your dealership’s legal exposure by creating a consistent process, and increase your F&I profitability by offering a complete product selection to each customer. The cash menu will help you quantify and sell the benefits of your F&I products to customers who have the highest objections to F&I products, in addition, once presented as cash purchase, the tools may help you convert some cash customers into a finance deal. Where can I get additional training? Your HFS DRM (Dealer Relations Manager) or Menu Selling training modules located in the course catalog in the On-line University. Is there a limit to how many computers I can upload the tool to? There is no limit. T exercise version control, however, we ask that you keep track of the number of copies you are using, to assure periodical updates are being installed. How will I receive updates? Based on dealer input, we may periodically update this tool. Your HFS DRM will provide the updates and if needed, can assist you with the customization of the tool, provided you share your customized version with HFS. Can I use this tool for my other make motorcycle products and finance products from competitor lenders? Yes, HFS is providing these tool as a complimentary service but reserves the copyright. Please review the legal disclosures on both the Dealer Entry Screens and Customer Views and acknowledge their content. HFS cannot be held liable for any misuse of these tools. Whom can I contact for questions and assistance with the tool? Please contact your HFS Dealer Relations Manager (DRM). HFS Excel F&I and Cash Menu Tool - September 2010 ©2010 Honda Financial Services is a DBA of American Honda Finance Corporation and both are service marks of Honda Motor Co., Ltd. Honda, the Wing logo, and Honda vehicles are trademarks of Honda Motor Co., Ltd.