KEVIN F. CUNNINGHAM, Director, Business Development, NCM Associates Inc., Overland Park, Kan. NCM is a dealership management consulting company.
To the Editor:
"Greasing the wheels" (Jan. 23) was a good story. This has become an unwritten agenda topic in our 20 Group meetings the past several years.
Much of your article centered on banks and finance companies; however, product and service companies also participate in compensating business/finance managers for selling service policies, GAP, etc. Many members have returned from a meeting only to learn that the practice is going on behind their backs. It is very frustrating to them.
Where has the trust in communication gone? Why would a company compensate a business/finance manager and not inform the dealer? Dealers should review the lenders and rates of the lenders on a regular basis to ensure that the customers are receiving the best efforts to find suitable financing.
That goes for the products being presented to customers as well.