Bill Paschen, finance director for Tuttle-Click Automotive Group, recommends preprinting only the temporary plate and the customer menu before inviting the customer into the F&I office. “If you have [all documents] preprinted, you don’t get the rapport-building opportunity,” he advises, say, chatting about birthdays. “You can control the deal-flow by how fast you print,” e.g., faster for those in a hurry. And if you made a mistake, “you save trees.”
Finesse the timing of document printouts
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