All too often, the customer handoff from sales to F&I can be bumpy. The sales manager and F&I manager must cooperate for the dealership to maximize F&I profits.
Sometimes sales managers have little or no experience in finance. They might give away finance profit to make a vehicle sale.
An inexperienced sales manager might make deals without considering which lender might accept the terms, says Bobby Compton, a sales consultant who has worked for many high-volume dealerships.
"The art of negotiation starts on the front end of the deal," Compton says. "The better the deal is set up from the desk manager, the smoother the deal will be."