To the Editor:
Thank you for the April 17 interview with F&I trainer George Angus, "Payment packing is deception -- it's not OK" (Finance & Insurance newsletter).
I agree that a lot of dealerships still pack payments.
However, we have a process in place to keep that from occurring as much as possible. It includes the customer signing what he or she has agreed to -- payments, trade, etc. Then a full disclosure is done in the F&I office through a menu listing what has been agreed to and the optional packages (back-end products) the customer may purchase. A key word is "optional" -- not included or mandatory.
In F&I and sales, we must be on our toes to be upfront and honest and disclose where the numbers come from. My mother always taught me that honesty is the best policy.
In our business today, that is more true than ever. Regulators are looking for deceptive practices. Do what is right, and you have nothing to worry about.