JIM HENRY

Maybe dealers do offer the best finance deals

Jim Henry is a special correspondent for Automotive News

Kelley Blue Book has reported that only about 30 percent of the new-vehicle shoppers in a recent survey said they intend to get financing at the dealership. The rest planned to pay cash or get financing somewhere else.

Meanwhile, the Power Information Network reported separately that about 75 percent of new-vehicle buyers actually get financing at the dealership. Assuming both are correct, what happens between what people say they're going to do and what they actually do?

Do wily F&I managers talk people into dealer financing because that's how they make money? Or is it the marketplace at work? Assuming people make an informed decision, maybe they get financing at the dealership because that's where the best deals are.

Maybe the Consumer Financial Protection Bureau needs to look into that one.

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