For many South Africans, buying a car starts and ends with one question: “How much is the monthly instalment?”
But according to Vanice Ntuli, that mindset could cost buyers more in the long run.
Ntuli is a Finance and Insurance (F&I) Business Manager at BMW and she believes that the most important conversations during a car purchase often happen after the price has already been agreed on – inside the F&I office.
It’s the part of the dealership process many buyers rush through. Papers get signed, terms and conditions are skimmed over, and people are usually more focused on finally driving off in their new car. But Ntuli says this is exactly where consumers need to pay the most attention.
“The excitement of getting a new car can sometimes overshadow the important details,” she explains. “People need to understand what they are signing up for and how it affects them financially over the next five or six years.”
In simple terms, the F&I office handles everything linked to the financial side of the deal, vehicle finance, insurance, warranties and protection plans. While some buyers see it as just another stop before collecting the keys, Ntuli says it should actually be treated as a space for financial guidance.
South Africa’s tough economic climate, rising living costs and high vehicle crime rates make vehicle protection more important than ever. Ntuli believes buyers should think beyond the instalment amount and ask questions like: What happens if the car is stolen? What if I lose my income? Am I fully covered if something goes wrong?
She says many consumers don’t realise that laws like the National Credit Act and FICA are there to protect them, not frustrate them.
“A lot of people think compliance is just paperwork,” says Ntuli. “But it’s there to make sure consumers are not placed in situations they cannot afford.”
With more than a decade in the motor industry, Ntuli has built a reputation for pushing ethical practices in a space often criticised for aggressive selling tactics. She is also completing her MBA later this year, with research focused on leadership and compliance in the automotive sector.
Beyond her day job, she is passionate about mentoring young professionals entering the industry, especially women looking to build careers in automotive finance and leadership.
Later this year, Ntuli will also release a handbook aimed at helping F&I professionals balance profitability with ethical business practices, proving that making money and doing right by customers can go hand in hand.
At a time when many South Africans are under financial pressure, her message is simple: buying a car is not just about affording the instalment today, but protecting your financial future tomorrow.
