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I am often asked what my preferences are regarding processes and procedures after the salesperson’s initial T.O. to the business manager. I am disclosing a few ideas below that you may find helpful.

To start with, the F&I manager should make an effort to sit down and interview the customer before inviting them into the business office. Not only is this an effective way to gather pertinent information from the customer, but it is also a perfect opportunity to get acquainted and help the… Continue

If you hold your F&I manager accountable for the numbers reflected in their department, let them run the bank. Sometimes the sales desk can become overzealous in their efforts to sell cars. I'm not saying they should be less aggressive, but instead, implement a process that incorporates the finance department as its own separate money-making entity. Doing this will allow the finance department to maximize profits for the entire dealership as a whole.



Packaging F&I products at… Continue