Get F&I managers involved in the deal early, says Michael Lucia, general manager for Mercedes-Benz of Pompano in Florida. “Take away your finance director’s office and make them sit on the desk of your sales managers,” he said. Old-school dealerships keep F&I managers behind a curtain, but Lucia says they should be front and center, helping sales managers when appropriate. “You walk into the dealership, you meet my manager.”
Put your finance director front and center
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