Explain why a customer's car deal went to a particular lender

Patrick Roosenberg, senior director of automotive finance intelligence at J.D. Power, said it's always good to reinforce to the customer "why you're putting them with the lender you are."

This discussion would stress more than simply the interest rate, Roosenberg said. A finance manager might mention the lender's customer service, mobile app or website, he said.

Dealers should consider such additional factors when evaluating a financial institution, Roosenberg said. A customer who has a poor customer service experience with a lender will be less loyal to the dealership as well, he said.

"The lender does make a difference to the dealer," he said.

Have a good F&I tip to share? Email John Huetter at [email protected] and Paige Hodder at [email protected].