For years, we have been coaching our sales and F&I departments by telling them, “When value exceeds price, your customer will purchase from you”. Is that really the case? I have always believed that, but lately I have put my own spin on it. I think if value exceeds price, your...

For years, F&I managers have been successful at payment manipulation and repair scare. We have learned how to extend the term and use fancy closing techniques to close down the payment buyer. 

What happens when the customer gives us the hard no? When they shut us down immediately telling...

The relationship between the sales manager and the finance manager is directly tied to the profitability of the finance department. The sales manager is the architect of the deal, and it is the finance manager’s responsibility to get involved as early as possible to help facilitate the...