TO THE EDITOR:
The COO of Friendship Automotive Enterprises most likely has never done F&I ("Dealers take hard look at F&I managers' pay," Feb. 11). Without a sale, no one gets paid, including the owner. F&I managers facilitate profitability through sales of products and by keeping deals together. A good F&I manager makes sure everyone is making the most money possible. If you want sales managers to make more, pay them more on the finance income.
There are five linemen on the offensive line for an NFL team. One makes $500,000; another makes $5 million. Why? He is worth it and gives the team a better chance to compete and win. Plus, they help everyone around them to be better. Put a value on that!
JIM TOMPKINS, Finance manager, #1 Cochran, Pittsburgh