With the advent of every new year, most of us make new resolutions. Usually, they involve something that might improve our health:  we will lose ten pounds (or more!), or cut out fried foods, or cut down on coffee, or quit smoking, or exercise more. Over the years, unfortunately, we’ve learned [...]

The salespeople are very important to the dealership in general and the finance department in particular. Nothing happens in a dealership until a vehicle is sold. The salesperson has the first opportunity to influence the position of the customer toward the Finance office and all the F&I products. Salespeople must have [...]

There are purely psychological barriers that could inhibit a smooth transition. Salespeople are protective of “their” customer, and are aware that the sale they worked so hard to achieve could conceivably fall apart in the Finance Office. Consequently, their reluctance to introduce their customers to a third party that was not [...]

A Finance Department cannot operate alone. To fully realize its income potential, the Finance Department must have an outstanding working relationship with every other department within the dealership. This is accomplished by fostering a professional work environment among all dealership management and support personnel. This, in turn, helps generate sales.  [...]