Train sales and F&I staff to help subprime consumers get into the right car with the right financing arrangement, advises Brien Joyce of EFG Cos. Many subprime consumers “are essentially good people who’ve fallen on hard times,” he said. “After they pick themselves back up, they will remember how they were treated when they were struggling, and they will be that much more loyal to the companies who treated them well.”
Helping subprime customers fosters loyalty
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