The New Way To Present The Darwin Menu

In an era where customers are savvier and more skeptical than ever, traditional F&I presentations often fall short. What used to work in the past—flipping a paper menu and rattling off product benefits—isn’t enough to inspire today’s buyers. Customers want control. They want clarity. And most of all, they want confidence that their F&I experience is tailored to their needs, not just your sales goals.

That’s where Gerry Gould’s new approach to the Darwin Menu comes in. With a blend of real-time technology, psychology-driven presentation, and proven word tracks, this method empowers F&I Managers to sell more products with less resistance. And the best part? It creates a better buying experience for the customer.

This isn’t just a change in tools—it’s a transformation in philosophy. Let’s break it down.

Key Takeaways

• Build trust with a recap sheet before introducing product options.
• Use the tablet as a visual cue to stimulate interest, not as a script.
• Let the customer shop interactively to naturally increase engagement.
• Close stronger by responding to real-time buyer behavior through the digital cart.

Why Presentation Matters More Than Ever

F&I isn’t just about offering products—it’s about how those products are offered. A rushed or impersonal menu presentation can turn even the best protection package into a hard pass.

Today’s customers expect a sales experience that reflects how they shop elsewhere: informative, flexible, and tailored. The old-school pressure pitch? That only drives down CSI scores and invites objections. The dealerships that thrive are the ones that lead with transparency and control.

Gerry Gould’s strategy answers this need by using the Darwin Menu not as a pitch tool, but as a platform for collaboration. And it’s already making waves at Product Prep partner stores across the country.

What Is the Darwin Menu and What’s Changed in 2025?

The Darwin Menu is a digital F&I menu system designed to help F&I Managers present vehicle protection products in a clear, visual, and structured format. It’s known for its adaptability, real-time payment updates, and tablet-based customer interface.

In 2025, the Darwin Menu isn’t just a presentation tool. With updates including interactive drag-and-drop functionality, column customization, and customer-driven selection capabilities, it’s become a dynamic part of the closing process.

However, it’s the method—not just the technology—that sets this strategy apart. Gould’s approach blends technology with empathy, helping managers guide rather than pressure their customers.

Step-by-Step: The NEW WAY To Present the Darwin Menu

Step 1: Start with Transparency – Print the Recap Sheet

Before you touch the menu, print the recap of the deal. This includes:

• The vehicle being purchased

• The agreed purchase price

• Trade-in value

• Taxes, fees, and total amount to finance

• The base payment at the agreed term

Presenting this up front builds credibility. You’re showing the customer you’re not hiding anything. It’s the perfect trust-building move that sets the stage for the product presentation.

Real Example: At one Florida dealership, F&I managers who began using recap sheets before product discussions saw a 12% lift in service contract penetration. Customers were more relaxed and engaged from the start.

Step 2: Leave the Tablet in View

Subtlety matters. When the customer walks into your office, have the tablet set up and ready—but don’t use it yet. Let it sit in the background while you focus on the recap.

The visible tech piques curiosity. It also suggests that the customer will eventually be involved in the process. This primes them for interactive engagement later in the presentation.

Step 3: Ask Permission to Share "Ownership Options"

This one shift in language changes everything. After reviewing the recap, say:

“Before I print the final paperwork, do you mind if I show you a few options that could enhance your ownership experience?”

When the customer says yes (and they almost always do), you’ve created permission-based momentum. You’re no longer selling—you’re helping.

Step 4: Use a 3-Column Menu to Simplify Choices

Organize your Darwin Menu into three columns:

• Worry-Free: Full protection. Ala carte and bundled products.

• Practical: Realistic protection based on likely needs. Often bundled for value.

• Core: Minimal coverage for payment-conscious buyers.

This structure mirrors consumer decision-making psychology: good, better, best. It also allows you to transition naturally from one tier to the next, always reinforcing value without pushing.

Pro Tip: Always list individual products in the first column, even if they appear in bundles later. This clarifies value and allows you to reference those individual products again.

Step 5: Introduce the Digital Shopping Cart

Here’s where the Darwin Menu shines. Show the customer how to drag products into a shopping cart on the tablet. Let them explore what matters most to them.

Meanwhile, you see everything they do in real time. If they add Tire & Wheel, that’s your cue: ask about their daily commute or prior tire damage. Their curiosity is your insight.

This simple shift makes the customer feel in control. And the data shows it works—dealerships using this strategy report a 15-20% increase in multi-product purchases.

Step 6: Handle Rejections with Customization, Not Pressure

If the customer says no to all the options, don’t fight them. Instead, pivot:

“If money weren’t an issue, which two options would you choose?”

Then invite them to explore the tablet. As they play, you quietly prepare the paperwork. Nine times out of ten, they’ll interact with the menu.

Later, you revisit their selections:

“I noticed you were looking at Tire & Wheel—had a bad experience in the past?”

This organic re-engagement leads to higher closes and smoother conversations.

FAQs

1. Do I need Darwin to use this strategy?

Not at all. The process works with any menu system that supports digital interaction and tiered product grouping.

2. What if my customer refuses all options?

Let them explore the tablet. Many re-engage when they feel they have control.

3. Will this make the process longer?

No. It reduces resistance, which actually speeds up decision-making.

4. Why is it important to let customers "play" with the menu while you prep paperwork?

This subtle tactic keeps them engaged and often leads to spontaneous product selection. It's a passive but powerful way to reopen the conversation with genuine interest.

Conclusion

Selling F&I products isn’t about force—it’s about finesse. Gerry Gould’s approach to the Darwin Menu empowers F&I Managers to build trust, deliver clarity, and invite curiosity.

By starting with transparency, letting customers explore digitally, and guiding the process rather than controlling it, you transform the entire ownership conversation.

By the way, you’re invited to check out our world-class F&I training program where the average F&I Manager increases their PVR by over 30% in the first month. You’ll have access to 100+ hours of training videos personalized to your weaknesses. Plus, you get exclusive access to see Gerry Gould LIVE twice per month to ensure you continue to grow your skillset and income. Come join a community of the top F&I Managers in the country and the #1 F&I Training in the world. For $149 you can pay that off with one extra deal we’ll personally teach you in the first week of training.